Breaking Through
This lesson describes how buyer resistance shows up in almost all sales interviews. What are the common causes of buyer resistance? How do you recognize and overcome the problem?
Subject: denial
Lives in Balance: Aftermath of a Shooting
Nancy Bohl, a psychologist trained to deal with the aftermath of traumatic events, recounts the scene in Riverside, CA, the site of a major shooting at City Hall. She and members of her counseling team debriefed survivors and staff members, as a gro...
Subject: denial
Transcript: , but one of the first things is denial. It's the denial that it's really happened. Whether you've been shot or not, There's a moment of, "what just
The Becoming Years: Impending Death
All animals experience fear in response to something that could end their lives, but only humans have the intellectual capacity to realize that death is inevitable. Most people deny the prospect of their own death until it is thrust upon them. Then,...
Subject: denial