057. The Science of Trust and Decision Making with Jeff Bloomfield

💭 Have you ever considered the science behind how people make decisions?

Many of us consider ourselves to be rational beings, but the truth is that we make decisions emotionally and justify them rationally and in this episode we explore the science behind that.

We are greatly honored to be joined by someone who has changed the way I see the world.  Jeff Bloomfield is the Founder and CEO of Braintrust.  He is a speaker, a growth expert and a self-confessed brain enthusiast (he is a neuroscientist, but prefers this term ).  He is also the bestselling author of 2 books “neuroselling” and “Story-based selling”.

Jeff works with sales teams around the world to increase their influence; impact and results.

Jeff and Mick Spiers unpack the science of decision making and the science of trust.

Jeff shares with us the research that has shown through MRIs that different parts of the brain light up under different circumstances.  It builds upon Maclean’s work on the Triune brain.  Jeff and his team proved that the neocortex process facts and figures and rational thought; the limbic brain is responsible for processing emotion; and the root brain is responsible for survival (fight; flight or freeze).  The surprising outcome was that the neocortex is not responsible for decision making.  All decision making is rooted in the limbic and root brain.

This proves that people make decisions emotionally and justify them rationally.

The real-life application of this is related to the sequence we present information to people.  We need to take them on a emotion coaster.  Start with emotion; and some rationality (facts) and then back to emotion.  In this way you are able to enable someone to develop a new way of thinking and to make a decision.

Jeff and Mick then explore how people like Elon Musk have used these concepts in their application of first principles thinking and Simon Sinek codified in his groundbreaking book Start with Why.

When leaders embrace this knowledge that are able to lasting trust with their team.

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