- PODCAST
Why Humans
Resist Change
We discussed the core principles of sales psychology, including loss aversion (losing $1 hurts twice as much as gaining $1), the brain’s uncertainty response, ego and identity threats, and the proven strategies to remove resistance instead of pushing harder. We also covered real case studies showing how understanding psychology closes deals in days, not months.
The problem isn’t your offer, it’s human psychology. In this episode, join business advisers John W. Sbrocco and Craig Lack as they explore the core reasons clients resist change and give you a practical framework to overcome objections and finally get them to say “yes.”
What we cover in this episode:
| Why losing $1 hurts twice as much as gaining $1 feels good | |
| The 6 psychological barriers keeping prospects paralyzed | |
| How uncertainty triggers the same brain response as physical danger | |
| De-risking strategies that close deals in days, not months | |
| Why “let me think about it” is pure evolutionary psychology doubt | |
| The consulting agreement approach to eliminate resistance |
Show Sponsor:
Virtue Health introduces a new, full-stack healthcare solution integrated with their flagship product the “Virtue Health Consortium” for advisers managing small to midsize employers. Arrange a one-on-one session with the host of the Heads Up Adviser podcast, John Sbrocco to learn if you’re qualified to join.
CLICK HERE to choose the date and time for your meeting.
Learn More About Virtue Health:
FREE RESOURCE From Virtue Health
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While every other health broker commoditizes themselves by selling the same short-term band-aid to a long-term problem, you will learn how to communicate to business owners why structuring and designing their own health care plan can be a competitive advantage for the organization.
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