Lesson 6: How Trust is Built in the Brain – The Neuroscience of Credibility

Video Clip: “Authenticity: The Courage to be You.mp4” – Timestamp: 0:00–4:30

Week 1: The Neuroscience of Trust & Influence·8 min

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Reflection questions

Reflection Questions

Answer all questions with at least 5 words each (20 words total minimum)

When you think about your recent sales conversations, what specific signals might you be unconsciously sending that could trigger your prospect's brain to see you as a threat rather than someone trustworthy?

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How can you intentionally incorporate genuine vulnerability or uncertainty into your next sales conversation to trigger oxytocin release, and what feels risky about showing this authenticity?

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Given that prospects form trust impressions within seconds through 'thin-slicing,' what three specific changes could you make to your opening moments (tone, body language, word choice) to pass their brain's initial threat assessment?

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Lesson 7: The Six Principles of Influence – Mastering Ethical Persuasion