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The Sales Evangelist

Dr. Jean Oursler on The Sales Evangelist Podcast

Having the right mindset is crucial to being a successful salesperson. So why do we often get locked up in a mindset of fear, and how can we change that? In this episode, your host Donald Kelly and Dr. Jean Oursler (Ph.D. Business Psychology from the Chicago School) are here to teach us about our “Caveman Brain” so that we can harness the way we are wired and make it work to our advantage. 

What is Your Caveman Brain?

  • The amygdala is a part of the brain that controls our fear responses to our environment. Dr. Oursler calls this the “caveman brain”
  • Our “caveman brain” exists to protect us from getting hurt or dying, so we can’t get rid of it or turn it off!
  • We don’t have to run away from predators or protect our young from danger anymore, so nowadays, we fear things like rejection, losing our reputation, or being a pushy salesperson.

How Do We Work WITH the Caveman Brain?

  • The amygdala only knows what it sees and hears. Pay attention to the media and information you consume!
  • Identify your personal fears. Know what is holding you back and why.
  • Use positive self-talk to give the caveman brain information to overcome your fears. Think of these as affirmations or talking yourself up.



Sponsorship Offers

  • This episode is brought to you in part by Scratchpad.

Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com

  • This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.


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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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