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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


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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

Resilient: How to Grow an Unshakable Core of Calm, Strength, and Happiness

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Hardwiring Happiness: The New Brain Science of Contentment, Calm, and Confidence

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Digital Minimalism: Choosing a Focused Life in a Noisy World

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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.