From the course: The Science of Sales
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The trust disconnectors
- How do you feel when you walk into an electronics superstore or a car lot and within 30 seconds a salesperson comes over and starts in on their pitch? You may not recognize it, but subconsciously, your brain is releasing a bit of adrenaline and a lot of cortisol. Inside the recesses of your mind, an alarm has been sounded. This alarm sets into motion, all the necessary body guards your brain has to offer that help keep us from being taken advantage of. The more aggressive the pursuit to convince us that we need to act now, the more we resist and put up further defenses. From a very instinctive fight or flight core level response, this reaction, we as humans have, has kept us safe for thousands of years. As we experience this feeling, and our adrenaline and cortisol go up, our trust goes down. We go into full-on self-preservation mode to ensure our own safety and survival. This process of reducing trust always starts at the root level with some form of fear. That fear triggers those…
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