The Reality Illusion: The Human Perceptual Filter in Sales

As a sales professional, one of the key skills you need to master is communication. However, it's not enough to simply communicate effectively. You also need to understand how your audience perceives reality and tailor your communication accordingly. This is where the concept of the human perceptual filter comes into play.

As human beings, we all have unique experiences that shape our perception of reality. Our past experiences, biases, beliefs, and cultural backgrounds all contribute to how we see the world around us. This means that what may be true for one person may not necessarily be true for another.

Understanding the human perceptual filter is essential not just in sales, but in all areas of life. Being aware of how people perceive reality can help you build stronger relationships and avoid misunderstandings.

Come along as we discuss the concept of perceptual filter, one of the favorite topics of our participants across our training programs at Business Pathways and discover methodologies to maneuver your communications and succeed.

Seeing is Believing? Not Always: A Look at the Human Perceptual Filter

The human perceptual filter is the lens through which we view the world. It's the collection of beliefs, values, and experiences that shape our perception of reality. These filters can be conscious or subconscious, and they can vary widely from person to person.

For example, imagine you're trying to sell a new software product to a potential client. One of your potential clients might view technology as a tool that can increase productivity and streamline processes, while another might view it as a necessary evil that can be complicated and time-consuming to implement.

These differing perceptions are a result of their unique perceptual filters.

Perceptual filters are not fixed and can change over time, with new experiences, education, and exposure to diverse perspectives. As sales professionals, it's important to recognize the role of your perceptual filters and be open to challenging and expanding them.

Clearing the Lens: Why Perceptual Filters Matter in Today's World?

Understanding perceptual filters is important because it allows you to tailor your communication to your audience. By understanding how your audience perceives reality, you can adjust your messaging to resonate with them on a deeper level.

For example, if you know that your potential client sees technology as a tool for increasing productivity, you can emphasize how your software can help them achieve their goals in a more efficient way. On the other hand, if your potential client sees technology as a necessary evil, you might focus on how your software is user-friendly and easy to implement.

In addition to improving your communication skills, understanding perceptual filters can also help you develop empathy and improve your relationships with your clients as well as colleagues.

When you feel comfortable taking a trip to someone else's perceptual filter, you are better equipped to see things from their perspective and connect with them on a more meaningful level. This can be especially important in sales, where building trust is essential to create a long-lasting relationship with your clients.

Cracking the Code: Navigating Perceptual Filters in Communication

Have a look at some strategies you can use to maneuver your communication based on the perceptual filters of your audience:

Do Your Research

Before you engage with a potential client, take the time to research their company, industry, and any other relevant information. This can help you understand their perceptual filters.

Ask Questions

Ask open-ended questions that will ensure you get more information and understand the client's needs and values. This can help you identify their perceptual filters and tailor your communication accordingly.

Use Analogies and Metaphors

Analogies and metaphors are powerful tools for communicating complex ideas. By using analogies and metaphors that resonate with your client's perceptual filters, you can help them understand your message on a deeper level.

Use Visual Aids

Visual aids can help you communicate your message in a way that resonates with your audience's perceptual filters. For example, if your audience is visually oriented, you might use graphs or charts to illustrate your points.

Listen Carefully

Listen carefully to your audience's responses and adjust your messaging accordingly. Pay attention to their nonverbal cues, such as facial expressions and body language, to understand how they're reacting to your message.

Make It Clear

When sharing your opinion make sure to use phrases that indicate the fact that it is your opinion. For instance you may use phrases such as : "From my point of view..." and/or "From where I stand..." and/or "My personal opinion is..."

In that way you eliminate the possibilities of the other party feeling that you’re trying to lead them to a solution or force your opinion on them.

Leveraging Human Perceptual Filters

Understanding the human perceptual filter is essential for sales professionals who want to communicate effectively with their audience. By tailoring your messaging to your audience's unique perceptual filters, you can build stronger connections, increase trust, and ultimately close more deals.

Remember to do your research, ask questions, use analogies and metaphors, use visual aids, and listen carefully to your audience's responses. By doing so, you can ensure that your message resonates with your audience on a deeper level, leading to greater success in your sales efforts.

For more practical examples on how to leverage human perceptual filters check out our Effective Sales Training programs.