From the course: Selling with Empathy during Uncertain Times
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Take fear off the table in sales
From the course: Selling with Empathy during Uncertain Times
Take fear off the table in sales
- Fear is natural. That doesn't mean it's particularly helpful though. If you've got a big sale on the line, it's normal to feel kind of anxious, but you want to quiet that. Because you see, when you get afraid, it ignites your amygdala, it's back here in your brain. Some call it the lizard brain. And the lizard brain, when it takes over, it doesn't know the difference between a threat to your life and a threat to your ego or a threat to your income. It responds to all of them, exactly the same way. And so what we see when your amygdala gets hijacked, we see it with salespeople. It's when they get defensive. It's when they don't listen, they don't ask enough questions. They start talking too long and too fast. They pitch product too early. You don't want to be that person. So I'm going to give you a 10 second brain hack. We call it the 10 second game changer. That'll quiet down that amygdala and help you show up as…
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