Episode #031: The Psychology of Trust with Monica Capra

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

Monica Capra considers with Jeff what it means to trust someone and how that trust is earned.  One of the obstacles for sales professionals is the stigma of being seen as untrustworthy.  Your customer needs to know they can trust you, today’s episode will give you the sales skills you’ll need to earn that trust.




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

[2:11] Quote of the Day

[4:14] Sales Tip of the Day

[7:22] Trust is essential to business

[9:56] Is trust conscious or unconscious?

[11:35] Trust and the genders

[14:00] Establishing trust

[16:52] How does a salesperson establish trust?

[19:46] Connection between likeability and trust

[24:49] It is when trust erodes that we appreciate its significance

[27:22] Macro trust vs Micro trust

[34:47] Motivational Summary


More about our guest Monica Capra:

Professor of Economics at Claremont Graduate University. Her areas of interest are experimental and behavioral economics. Put broadly, she uses laboratory experiments to study decision making in economic environments. She is also interested in  utilizing psychology and neuroscience to better understand decision processes that correlate with economic choice. Her work crosses disciplinary boundaries.


Links from today’s podcast:

Homestreet Bank

Monica’s website

4:2 Formula Academy

Jeff Shore’s brand-new video series 10 Closing Truths.

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About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "Closing 2.0," is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.