If 'speaking to the heart of your client' has always sounded like fluff to you, this episode is your reality check.
Today, In part 3 of the Scientist and The Storyteller mini-series, Dr. Crosby takes the hot seat to explain the science behind why making your prospect feel something is the key to getting them to sign on the dotted line.
Listen in as he and Stacy Discuss:
- Mirror neurons: The science behind empathy and connection in storytelling
- The backfire effect: How to get your prospects to drop their old fund manager without crushing their ego
- The blemishing effect: Leveraging it to tackle tough questions and build trust in sales meetings
About Dr. Daniel Crosby
Dr. Daniel Crosby is a psychologist, behavioral finance expert, and New York Times bestselling author who helps organizations understand the intersection of mind and markets.
He is also a father of 3, a fanatical follower of the St. Louis Cardinals, an explorer of the American South, and an amateur hot sauce chef.
Resources mentioned in this episode:
Book:Influence: The Psychology of Persuasion
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