Tag Archives for " Developing Trust "

Gaining Trust By Reading The Prospect’s Mind

According to Joseph E. LeDoux, Ph.D., a world-renowned neuroscientist at New York University, trust is a social emotion. It is the ability to put yourself in the mind of another and predict what they are thinking or what they will do. Psychologists call this the “theory of mind.” To provoke trust, a sales person has […]

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Picture Perfect

Suppose you are the CFO of a medium sized manufacturing firm and you have plans to meet with two agents from difference insurance agencies. The agent from agency A sits down and does a few things to establish rapport. Then he starts telling you about his company, its reputation and commitment to quality service. Soon […]

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