Episode #053: Your Survival Instinct is Killing You with Marc Schoen

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

Dr. Marc Schoen and Jeff look at fear in today’s episode.  The fear we have as sales professionals and the fear our customer experiences when trying to make a purchase.  What’s keeping you from asking for the sale?  Could it be your own discomfort?  If so, how do you get past that and the fear that we so often experience?  You’ll find out in today’s episode of The Buyer’s Mind.



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

[2:15] Quote of the Day

[3:15] Sales Tip of the Day

[6:13] Why did you write the book?

[7:54] Real fear vs false fear

[12:01] The application for athletes

[16:28] How does perceived fear affect decision-making?

[22:48] How does labeling a fear help alleviate it?

[32:09] Motivational Summary


More about our guest Dr. Marc Schoen:

Dr. Marc Schoen has specialized in Mind-Body Medicine for over 25 years.  He is an Assistant Clinical Professor at UCLA’s Geffen School of Medicine where he specializes in Boosting Performance and Decision Making Under Pressure and Mind-Body Medicine. He works extensively with elite athletes, professional and college, as well as, executives and UCLA medical students in strengthening their ability to thrive under pressure, and in competitive and uncomfortable conditions. His method of Discomfort Training and Pilates for the Brain builds hardiness and resilience, by rewiring the fear region of the brain which is responsible for Performance Under Pressure.

In 2014 and 2015, Dr. Schoen’s Discomfort Training and fear-busting techniques helped catapult UCLA Men’s Water Polo team to two consecutive NCAA national championships.  He also trained the UCLA Womens Basketball team, who for the first time in 17 years, reached the NCAA sweet 16 playoffs 2016.

He is the author of Your Survival Instinct Is Killing You which was released in 2013, and a second time in 2014, by Hudson Street Press, a division of Penguin/Random House. This pioneering and highly reviewed book delves into how our most basic instinct, which was at the heart of survival in earlier times, is now placing us in harm’s way.

Dr. Schoen is also the author of When Relaxation Is Hazardous to Your Health, the groundbreaking book on Post-Stress Illness or why we manage to remain healthy during periods of stress only to become sick once the stress is over, such as on vacations, weekends, or the completion of a project.


Links from today’s podcast:

Homestreet Bank 

Dr. Schoen’s website 

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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.