Excerpt from a YouTube interview (Prospect Theory and Emotional Messaging with Belal Batrawy) in which the speaker explains how salespeople should invoke the limbic brain and prospect-theory framing by emphasizing the cost of inaction/status quo (losses, embarrassment, falling behind, physical harm) to motivate prospects to change their behavior.
That's how you change the social paradigm from being another vendor in the farmer's market, yelling about how good your fruit is, and actually invoking the limbic brain by showing your prospects how they stand to lose if they keep getting the job done the way they are today. What is the cost of inaction? What is the cost of the status quo? Can I show them that? They could be embarrassed, they could fall behind, they could be severely hurt by not doing the new thing, by trying to stick with the old ways that they already know.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
