Today’s buyers aren’t just busy, they’re emotionally exhausted. After years of nonstop change, hype, and overexposure to “sales noise,” most decision-makers are running on empty. They’ve seen it all, heard it all, and believe very little of it. In this fast-paced, insight-packed session, we’ll explore how to reach, engage, and influence buyers who are overwhelmed, distracted, and deeply distrustful.
This isn’t traditional sales training. It’s a practical exploration of how modern psychology and neuroscience can help you sell to emotionally fatigued humans—with authenticity, empathy, and precision. Participants will learn how to adapt their messaging, tone, and presence to rebuild trust and lower resistance in an era defined by skepticism.
Key Topics Include:
- Attention Fatigue: How information overload has shortened buyer attention spans—and how to regain focus through simplicity and emotional resonance.
- Trust Fatigue: Why so many buyers assume they’re being “sold” and how to rebuild credibility in a climate of cynicism.
- Decision Fatigue & the Neuroscience of Buying: What happens in the brain when choices feel overwhelming—and how to make your offer the easy “yes.”
- Trust as the New Currency of Influence: Techniques for creating trust equity that outlasts any single transaction.
- Psychological Safety & Simplicity in Messaging: Why clarity and calmness outperform pressure and hype.
- Empathy Without Emotional Exhaustion: Connecting with sincerity—without carrying your buyers’ emotional burdens.
- Reframing Urgency: How to motivate action without manipulation in a post-pandemic, post-hype environment.
- Emotional Calibration: Reading micro-signals of doubt, interest, and disengagement in real time.
- Closing Without “Selling”: Guiding buyers to decide in your favor without triggering resistance.
Who Should Attend:
Sales professionals, account managers, consultants, and anyone who must influence decisions in today’s attention-scarce, trust-deficient world.
Speaker:
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Dan Rust Vice President, Leadership and Commercial Development Solutions, Infopro Learning
Dan Rust is the Vice President of Leadership & Organizational Development Practice at Infopro Learning. He has more than 30 years of experience helping organizational leaders navigate what is often the truest test of their leadership capabilities: leading others through the most challenging and uncertain times. Dan is the bestselling author of “Workplace Poker” (published by HarperCollins) and writes regularly for several publications on the topics of leadership and employee engagement.
Nolan Hout Senior Vice President, Infopro Learning
Nolan Hout has spent nearly a decade in the corporate training domain. Before that, he advised IT leaders on solving complex business challenges through software. This rare blend of learning and technology expertise makes him a unique bridge between IT and L&D—bringing strategic perspective to the future of AI-powered learning.
