Science Backed Sales Secrets Revealed: What Sales Gurus Don't Want You to Know - By Jordan Dessauer
Oct 13, 2025
Ever wonder why some salespeople consistently crush their quotas while others struggle with the same training, scripts, and "proven" techniques?
Here's the thing most sales gurus won't tell you: half of what they teach is scientifically wrong.
While they're busy selling you on charm, enthusiasm, and "always be closing," actual neuroscientists and behavioral economists have been quietly uncovering what really makes buyers say yes. And honestly? The findings are pretty shocking.
Let me share what decades of research reveal about how your prospects' brains actually work: and why these insights might completely flip your sales approach.
The Excitement Trap That's Killing Your Deals
This one blew my mind when I first discovered it: excitement actually repels prospects.
Think about it. When was the last time you met an excited salesperson and didn't immediately put your guard up? Research shows that enthusiasm immediately categorizes you with every other pushy sales rep your prospects have dodged.
Instead, the highest performers act more like skilled doctors. They're calm, focused on diagnosis, and genuinely curious about what's happening beneath the surface. No jumping straight into pitches. No over-the-top energy.
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