Mind Hacking Sales with Sean Webb #296

Our guest Sean Webb is a specialist in emotional intelligence, artificial emotional intelligence and the algorithms of human emotion. In this episode Sean and I talk about his new book “Mind Hacking Happiness – The Quickest Way” to Happiness and Controlling Your Mind“. Throughout our chat the conversation keeps returning to his new idea, Mind Hacking Sales. It’s critical for sales professionals to understand how the mind works, both yours and your customers. Once you understand the emotional buttons and levers of the human mind, you can grow your persuasion skills and build solid selling relationships.

You Create Your Own Bull Sh*%

When you get angry, it’s all created in your mind, not in the present situation. Angry people are not rational. If you can take control of your mind, you can control the anger. How is this done? There are two variables your subconscious mind is always checking:

1. Perception: Your limbic system is looking at the world around you and appraises what’s good and bad. It decides if there is a threat to you.
2. Self: The ability to understand threats in context e.g. is this me and this is not me? If a threat is a threat to self, that’s bad. Too often threats are not threats to self, but knee jerk reactions. . Each of us has a “self map” to categorize events from the world.

Psychological experiments have shown how people can take things beyond themselves onto their self map: family, friends and even brands. This is how people align with companies, political parties and teams. This is good in some situations, bad in others. If through self awareness you come to an understanding a threat is NOT targeted at yourself, the negative emotions can be eliminated.

Hacking the Buyer Mind for a Positive Emotional Response

People buy when they get a positive emotional experience when talking to you. If you know what they want, maybe know them even better than their own understanding, people will appreciate the sales interaction and become open to purchasing. For mind hacking sales, identify what is on your prospects “self map” and then let it direct what you say, ask and listen.

How To Conquer Sales Fear

When it comes to mind hacking sales, there are ways to halt that fear of making a call and being told “no not interested”. First, learn how to look forward to the “no”. When you experience fear, the fear hijacks your rational thinking. By understanding the fear, the fear creates neural plasticity. This is good. The brain hates change, it wants to be accurate. But growth only comes from change, so embrace change and embrace your growing neural plasticity.

How To Find Sean Webb

Sean can be easily found online. Go to ….

Past Episodes on the Selling Mindset

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