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Home » Guiding Difficult Decisions from “Monkey Brain” to “Wise Mind”: Lance Pendleton (Transcript)

Guiding Difficult Decisions from “Monkey Brain” to “Wise Mind”: Lance Pendleton (Transcript)

Lance Pendleton at TEDxFultonStreet

Full transcript of William Pitt Sotheby’s TEDx Talk: Guiding difficult decisions from “monkey brain” to “wise mind”  at TEDxFultonStreet conference.

Lance Pendleton –  VP of Sales at William Pitt Sotheby

For the past 20 years, I’ve been really working hard to try and help develop sales strategies for Fortune 500 companies and the high-end professionals that actually work for them, to develop a way for me to take two skills sets that I’ve learned from the past and I’ve studied: one of them being humanistic Buddhism, and sales psychology.

And if you take these two and meld them together, I can actually help sales professionals identify the best way to get someone to say yes, or sometimes no, depending upon really developing that key component, which is identifying how do I get to a relationship.

And most all of our relationships are driven off of really understanding where someone comes from. I’ll talk about one example today on how we do that.

I’ll use a visualization for you. I want you to think about you’re going away, you’re taking a trip, it’ll be a nice, long weekend, you’re excited. But you have to leave somebody home in charge of the house while you’re gone.

So you decide you’re going to leave George home.

Now, what do you think your house is going to look like when you come back? If you have teenagers you already know the answer to this. Because it’s not going to be pretty. This is our mind.

And inside of our mind, we have this process that happens all day long. We’re projecting forwards, backwards, analysis, thinking, it’s how we actually defend ourselves.

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