This episode of the Live Better Seller Better Podcast features Alex Schlinksy, Founder of Prospecting on Demand. Naturally, understanding psychology plays a huge role in selling and recognizing the buyer's brain. However, there are still many companies that never talk about it or teach it. Alex talks about why this is the case for many and how to build systems that will help businesses start implementing psychology for scale. He details his early experience with psychology and eventually using this knowledge of the human brain in sales. HIGHLIGHTSMaking the transition from psychology to salesInjecting learnings in psychology into the sales processLeveraging human psychology to better handle objectionsWhat happens in the brain as soon as an investment is made QUOTESAlex on biases and their effect on decision-making: "The reason why I like focusing on heuristics and priming is because heuristics is a mental shortcut that allows people to solve problems and make decisions efficiently. The human brain has so many things firing all at once and especially in the day and age we live right now where you essentially have an entire computer in your pocket."Sales psychology related to objection-handling: "It has a lot to do with the aggressiveness thing where it's like, 'Oh, someone gave me an objection, that means they said no.' Those are two very different things and that's definitely not the scenario "Alex on the hustle model: "It ended up becoming this bro culture term where if you're not working harder than the next person or waking up earlier than your competition, you are failing. I think that's such a dangerous thing. It ends up creating this model of running on a treadmill. You run a lot but you don't get anywhere. " You can find out more about Alex in the links below:LinkedIn: https://www.linkedin.com/in/alexschlinsky/Website: https://prospectingondemand.com/Facebook: https://www.facebook.com/schlinsky Live Better. Sell Better. is sponsored by our proud partners:Vidyard | vidyard.comChili Piper | chilipiper.com