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Episode #133: The Stressed Out Prospect in Sales Pt. 2 with Dr. John Medina

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

Dr. John Medina, author of Brain Rules, discusses with Jeff what happens when your prospect is stressed out.  Maybe it’s a large purchase, maybe it’s the presentation but whatever the reason your prospect is stressed out in the middle of the sale – what’s going on in their brain.  When you know this information, it will help you structure your presentation to make the sale.

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

[4:11] Your customer and the yerkes curve

[11:40] Why your smile is a safety cue

[18:53] Easy = right

[21:04] Three things to improve your brain health

[27:33] The importance of having a genuine smile


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More about our guest Dr. John Medina:

Dr. John Medina, a developmental molecular biologist, has a lifelong fascination with how the mind reacts to and organizes information. He is the author of the New York Times bestseller Brain Rules—a provocative book that takes on the way our schools and work environments are designed. He is also the author of Brain Rules for Baby, a must-read for parents and early-childhood educators. Now, in his new book Brain Rules for Aging Well, Medina shares the scientific facts about aging–and the prescription to age well. Medina is an affiliate Professor of Bioengineering at the University of Washington School of Medicine. He lives in Seattle, Washington.

Links from today’s podcast:

Dr. John Medina

Brain Rules for Aging Well: 10 Principles for Staying Vital, Happy, and Sharp

Price: $18.13

4.7 out of 5 stars (30 customer reviews)

72 used & new available from $2.49

Meditation Is Not What You Think: Mindfulness and Why It Is So Important

Price: $8.72

4.0 out of 5 stars (21 customer reviews)

79 used & new available from $1.68

The Hope Circuit: A Psychologist's Journey from Helplessness to Optimism

Price: $21.42

3.9 out of 5 stars (18 customer reviews)

43 used & new available from $6.01


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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.