Episode #123: The Negativity Bias in Sales with Dr. Rick Hanson


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

Dr. Rick Hanson, author of Resilient, talks with Jeff about how your brain is always trying to protect you and negative experiences are one of the things your brain perceives as a threat. So what do you do to maintain that positive mentality when you’re facing the possibility of rejection all the time as a sales professional. What can you do to train your brain to defeat the negativity bias?

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

[0:42] Diving into the salesperson’s brain

[3:51] What you have inside is what you can count on

[6:50] The biology is connected to the psychology

[12:30] Pain is an opportunity to learn and make you a better salesperson

[18:21] Gratitude is connected to your happiness

[22:40] How the negativity bias affects us everyday

Have you subscribed yet?  When you subscribe, you’re sent notifications of new podcasts as they come out each week and it helps us to be more visible in the sales community. Click here to subscribe in iTunes!

The other thing that helps is writing a review.  It gives us feedback about the types of shows we should be creating to help you become the best sales professional possible.  We realize it takes a little bit of your time but we’re extremely grateful to those of you who take the time. You can go here to leave a review click here to review, Select View in iTunes and then select “Ratings and Reviews” and “Write a Review.” Your feedback means so much to us, Thank You!

More about our guest Dr. RIck Hanson:

Rick Hanson, Ph.D.,is a psychologist, Senior Fellow of the Greater Good Science Center at UC Berkeley,andNew York Times best-selling author. His books are available in 28 languages and include Resilient, Hardwiring Happiness, Buddha’s Brain, Just One Thing, and Mother Nurture.

A summa cum laude graduate of UCLA and founder of the  Wellspring Institute for Neuroscience and Contemplative Wisdom, he’s been an invited speaker at Oxford, Stanford, Harvard, and other major universities, and taught in meditation centers worldwide.

In 2016 he gave a keynote address at the annual meeting of the American Psychological Association. His work has been featured on the BBC, CBS, NPR, Radio New Zealand and other major media. His free offerings include the Just One Thing newsletter (over 120,000 subscribers), Buddha’s Brain Facebook (over 650,000 likes), and Being Well podcast. His online Foundations of Well-Being program helps people use positive neuroplasticity to grow key inner strengths like resilience, self-worth, and compassion, and anyone with financial need can do it for free.

Dr. Hanson has spent decades helping people turn everyday experiences into lasting happiness, love, and inner peace, hardwired into the brain. He enjoys wilderness, taking a break from emails, and time with his wife and two adult children.

Links from today’s podcast:

Dr. Rick Hanson’s Website

Get BRAND-NEW episodes of Jeff’s 5 Minute Sales Training sent to your inbox every Saturday!

Sign up below.


About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.