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Episode #171: Sales and the Science of Decision Making with Dr. Terry Wu

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

Dr. Terry Wu and Jeff look at the brain connection between emotion and decision making.  We know that a purchase decision is made from a place of emotion and the brain then justifies that with logic, but how?  Dr. Wu explains how the brain connections take place and when you understand that as a salesperson, you can help your customer in their purchase process.

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

[1:37] Hippocampus and Amygdala – aren’t they Star Wars characters?

[ 5:36] How does stress affect decision making?

[10:52]The Hippocampus and Amygdala connection

[18:07] Cognitive biases

[25:19] Fear of heights and the connection to purchase decisions


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More about our guest Dr. Terry Wu:

Dr. Terry Wu specializes in applying Neuroscience in sales and marketing to boost business revenues. He earned his Ph.D. in Neuroscience from Vanderbilt University in 1996. With over 30 years of experience in Neuroscience and over 18 years of experience in Sales and Marketing, he has developed a deep understanding of Why the Brain Buys.

Since 2003, he has been working with businesses of all industries and sizes to drive up their sales and marketing conversion rates by 5-10 times. Now, your team can get the cutting-edge information that your competitors haven’t heard of yet.

Links from today’s podcast:

Homebridge Financial

Dr. Terry Wu

Dr. Terry Wu at Ted

Why the Brain Buys

Follow Up and Close the Sale

Running & Being: The Total Experience

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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.