by Franklin Wordsmith | Jan 9, 2018 | Neuroscience
We all believe we’re independent thinkers. Unfortunately, research shows that our brains are set up to follow the crowd — even when we know it’s going in the wrong direction (like a cliff)! The Principle of Social Proof states that the greater the...
by Franklin Wordsmith | Jan 2, 2018 | Neuroscience
I came across the Consistency Principle years ago, without knowing it, when reading about sales techniques.It was embedded in the method used — ingeniously in its time — by Encyclopedia Britannica door-to-door sales reps. When someone came to the door,...
by Franklin Wordsmith | Dec 26, 2017 | Neuroscience
Have you ever felt that people were ignoring you because they weren’t looking at you when you spoke?Or they were looking at you too much and it made you uncomfortable?Or they stepped back when you leaned in?Chances are good you were dealing with someone whose...
by Franklin Wordsmith | Nov 28, 2017 | Neuroscience
We’ve all had people say “yes” to our ideas with excitement — and then get cold feet. They give us plenty of logical reasons for their change of heart. What’s really going on is a change in the system their brain is using to evaluate an...
by Franklin Wordsmith | Nov 14, 2017 | Neuroscience
I was doing a podcast with Cody Gough at Curiosity.com yesterday, and body language came up.We talked about how when you hug people and they stiffen up, this makes everyone feel uncomfortable — and want to get away from each other as soon as possible.If...
by Franklin Wordsmith | Nov 2, 2017 | Neuroscience
We’ve all heard the line that Albert Einstein used more of his brain than the rest of us, and that’s why he was smarter.We probably believed this (and were a little jealous).The truth is something different. It may surprise you to learn that, over an...
