Excerpt from a YouTube talk in which Jonathan Mahan explains that fear triggers physiological responses that impair both learning and the implementation of new behaviors. He argues that under fear the brain defaults to familiar patterns, which hinders trying new approaches (applied here to handling objections and behavior change in sales/training contexts).
The piece of this that I've noticed the most, and you can kind of COVID in any piece I miss. But to me, what I've noticed the most is that fear has an effect not just on the learning up front, but on the implementation part of it. Because physiologically, when your brain is in a fear response, it changes how your brain functions. And your brain has a much harder time trying out new things, running new bits of code that it hasn't run before. Under a fear situation, your brain just defaults to what's most familiar. And for true learning to take place, you have to try new things, you have to run new bits of code and say, hey, I usually handle the situation this way, but I read this book, I attended this training. Let me try handling it this way. Physiologically, that's just not how the brain works under fear conditions, right? Under fear conditions, your brain plays it safe and goes with what it knows. So again, if an objection comes up and I'm on a high variable and I'm worried about paying my mortgage, my brain's going into fear response when I hear that objection. And I'm not even necessarily physiologically going to have the choice to try implementing that new behavior. I learned last week about objections.
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