Episode #067: Get Smart with Art Markman

In This Episode of The Buyer’s Mind with Jeff Shore:

Dr. Art Markman and Jeff talk about what it means to be smart.  How do you continue to get smarter? Your brain is wired to be efficient by relying on shortcuts/habits, it takes effort to become smarter by breaking those habits.  Are you relying on habits with your customers, or as a sales professional are you pushing yourself out of your comfort zone to try something new?

Topics we’re going to cover on today’s podcast:

[2:43] Try on the title Sales Counselor

[7:21] Dr. Art Markman

[10:29] Smart Thinking vs Adequate Thinking

[15:56] Sales based on habit instead of thinking

[20:11] We buy based on emotion which has no words

[26:07] The need to be diligent and grow our brain

[31:56] Motivational Summary

More about our guest Art Markman:

Art Markman is the Anabel Irion Worsham Centennial Professor of Psychology and Marketing at the University of Texas and Founding Director of the Program in the Human Dimensions or Organizations.  The HDO program uses the humanities and the social and behavioral sciences to teach people in business about people. Art has written over 150 papers on topics including reasoning, decision making, and motivation.  He brings insights from cognitive science to a broader audience through his blogs at Psychology Today and Fast Company as well as his radio show and podcast Two Guys on Your Head produced by NPR affiliate KUT. Art is also the author of several books including Smart Thinking, Smart Change, and Brain Briefs. When Art isn’t working or spending time with his family, he can be found playing saxophone in a ska band.

Links from today’s podcast:

HomeStreet Bank

Art Markman’s website

Art Markman’s podcast https://www.npr.org/podcasts/381443482/two-guys-on-your-head

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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.