psychology

Posts Tagged: psychology

2 posts found

Brian Ahearn Is Back in Black: Persuasion Science for Insurance Agents (Part 1)

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

Training Your Reptilian Brain: How Fight-or-Flight Is Sabotaging Your 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.