From the course: Selling to the C-Suite
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Leverage the science of connection
From the course: Selling to the C-Suite
Leverage the science of connection
- At Brain Trust we've coined what's known as self-preservation orientation theory. Essentially research shows that we are all subconsciously biologically wired to view the world through the lens of risk. Our subconscious is viewing every person we interact with and categorizing them as potential friend or potential foe. Are you here to hurt me, or are you here to help me? my self preservation will initially place everyone in the foe category until I can determine that you actually aren't here to hurt me. Now I know this sounds a bit like a caveman theory, but the reality is the self-preservation mechanisms in our brains are still the same as they were back then. Now this can really hamper our ability to connect with our c-suite prospects unless we know how to overcome their tendency. Now people buy from people they trust, they trust people they like, and they like people they connect with. Now with this in mind, what does it take to drive trust? A genuine connection. A true genuine…
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