How much of our ability to trust or extend trust comes from our genetic make up that originated with our cavemen ancestors? If you believe a research study recently written up in Scientific American, more than you might think.
A chemical known to encourage social attachment and reproduction in mammals also acts as a trust builder in modern man. The chemical, oxytocin, was given to test group as well as a control group who did not receive it. Both groups played a trust game that measured the amount of trust they were willing to extend. In the end, 45% of the oxytocin group extendedthe highest level of trust possible with the control group only 21%.
Trust is a deep pattern of behaviors that helped our cavemen ancestors survive. While I don't believe that trust is just chemical responses, that idea that there are connections indicates that part of our ability to trust goes way back into all our our shared history.
When you train your sales staff
Trust building is a very basic human emotion that goes back to the cavemen. It should not be treated like a simple sales technique. It is far deeper and historical.
Read the Scientific American article
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