10/14/2026
Last month, Dodge hosted an advanced sales training meeting titled The Neuroscience of Trust Based Selling. Dr. Gary Johnson, UniGroup Vice President of Sales, presented the content which has also been introduced to other Mayflower agents, and within the UniGroup corporate call center.
Gary shared fundamental ways to connect and create a relationship with prospective customers from the first communication. Asking a customer, “how they are feeling” versus “how they are doing” stimulates different emotions in the trust and relationship building process. Also, explaining to someone “why” you do what you do, makes an additional connection with the individual. The basic tools trigger oxytocin in the brain which leads to a deeper, personal, trusting connection with a customer. These aren’t sales tricks, they are intentional communication techniques to help us connect with customers, deliver top notch moving & storage services, and reflect Dodge’s core values – be respectful, be accountable, be a customer hero, be the best you can be, and be innovative.
