psychology

Posts Tagged: psychology

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Brian Ahearn Is Back in Black: Persuasion Science for Insurance Agents (Part 1) : featuring Brian Ahearn on the Insurance Dudes podcast

Brian Ahearn on Persuasion Science for Insurance Agents

03/07/2022 · 5 min read

Persuasion science works in insurance sales because the product is risk and the transaction runs on trust. Cialdini-trained Brian Ahearn maps the six principles (reciprocity, commitment, social proof, liking, authority, scarcity) to coverage conversations: lead with value, get small commitments early, cite peer outcomes, and demonstrate real expertise.

salesmindset

How Fight-or-Flight Is Sabotaging Your Insurance Sales Calls

01/08/2020 · 6 min read

Rejection on a sales call fires the same threat response as physical danger, and your reptilian brain hijacks the conversation. Retrain it with high-volume call exposure, environment design, box breathing for vagus reset, and pattern-interrupt questions when you feel activation rising.