In the second episode of the Science of Sales podcast, we dive into some of the biases that your customers are predisposed to before you ever even engage with them. These are important to understand because they will better inform what can feel like illogical responses to a seemingly perfect sales pitch.

In the episode, we will dive into:

-Six of the cognitive biases that might be affecting your customers’ decision-making

-How understanding the Risk of Loss bias can help you understand some of our most natural tendencies as human beings

-What the Anchor Effect is and how to overcome it in a sales conversation
How we experience Confirmation Bias in our everyday lives and why your prospects are likely influenced by it when presented with new information.

And so much more! This episode is PACKED full of awesome strategies and tools that will have a significant impact on your business when leveraged in your sales conversations. Hope you enjoy it, and let us know if you have any questions!

Ready to take your Neuroscience game to the next level? Check out our Online Courses to put concepts like this to use in your sales conversations daily!

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Matt Dentino Executive Producer - Driving Change Podcast

I come from a large Italian family. I’m number seven in the line of ten kids!

When my dad passed away some years ago, I was fortunate enough to be there as the end was coming. I was standing just to the right of his hospital bed; he was lying there with his eyes closed. All of a sudden, Dad opens his eyes. He looks up at the ceiling with a look of peace – and maybe accomplishment – on his face. Then he closes his eyes for the last time. I guess out of instinct, I reached down and kissed him on that prickly cheek one last time. My dad left a legacy in that life well lived! A legacy based on three main principles: Family, Service, and Dedication. I do what I do to carry on that legacy to the best of my ability.