In the last chapter you learnt how the amygdala stops information from flowing upwards towards primitive part of the brain from the reptile part of brain.
In this chapter we will teach you how to deal with it? How you can apply this to cold calling to influence people?
Let me ask you a set of questions.
Why is that we often start crying when some is crying in front of us?
Why is that we get warm feelings when some understands over logic and stands by us?
Why is that simple telling "are you okay" and patting at the back , we feel moved?
Why is that when the hero in the movie gets the girl , you cheer up and feel happy?
Human being have neurons called mirror neurons also called as "empathy neurons" also called as "Dalai Lama neurons".
In the research article in 2007, in the book titled as " The Neurology of Self Awareness" by V.S.Ramachandran said these neurons is the only reason the human cares about others.
Mirroring other person'f feelings -even if you don't agree with them will help you to keep the amygdala nozzel down and move the information upwards from the reptile brain to primitive brain.
So how to apply this science in cold calling?
When you cold call and try if these are your first few lines:
" Hi, am I disturbing you? Of course you don't know me and you haven't asked me to call now. But I wanted to talk to you? but at first please I am afraid if I am annoying you?"
Immediately you will see that 30% to 45% more consumers don't avoid your call or don't hear you attentively.
They will immediately ask you most of the time as " Hey, may I know who are you?"
These lines "" Hi, am I disturbing you? Of course you don't know me and you haven't asked me to call now. But I wanted to talk to you? but at first please I am afraid if I am annoying you?" helps to avoid amygdala hijack for 20 secs.
What you say in the next line will decide if you are still able to keep the amygdala nozzle down and flow the information upwards.