Belal Batrawy on sales psychology top reps use to book more meetings and close more sales
Outbound Squad
The Fear of Loss Is the Biggest Driver of Change
A university study done at duke on, like half a decade ago, they rigged up a bunch of wires to people's and watch their brain activity. And get this, jason, i kid you not, the researchers were able to determine that a person made a decision, and what decision they made, 12 seconds before that person was cognitively aware that they even made a decision. The fear of loss is the most compelling emotion to get somebody to make a decision to change. Very few people, especiallya sellers, challenge their buyer to think that way around the status quo.
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