An Admission. (The Science behind “Great News!”)

You can use Brain Science to GET TO YES FASTER® 
 
But first, an admission: 
I love Salesmen.
 
The True Professional– man or woman.
Yeah, I said it.
I always have.
(Deep down inside so do you.)

I love it when they say “I got Great News for you!”
Because I know it’s evidence that they’ve done the work.
And I know they care.
They’re excited. They’re confident.
They can see the “win” that’s in it for me– the WIIFM.
They know the Outcome is going to be GOOD for me.
And I feel it coming off of them.

Those are Victory Chemicals.
And we want some of that.

They are Difference Makers. Truth Tellers.
They are Order-Makers. Not Order-Takers.
 
And when they’ve done the work in preparation,
when they can see the Solutions to our Problems
they confidently proclaim 
“I got GREAT NEWS for you!”  
 
 

“Say it together: NO SURPRISES.” (This Week.)

You can use Brain Science to GET TO YES FASTER® 
Because the Brain is Predictable.
 
Last week we focused on the fact that 
Deadlines and Limited Numbers
trigger the brain.
(click to read all articles)
 
“You know what to expect.” CONSISTENT. NO SURPRISES.
 
 
What does that famous McDonald’s sign really say?
It says: NO SURPRISES.
It says: “You know what to expect.”
 
That’s what your clients want from you.
That’s what your employees want as well.
 

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“It’s BS without BECAUSE…” (This Week.)

Use Brain Science to GET TO YES FASTER® 
Because the Brain is Predictable.
 
YESCALATE® Tip # 8 The Fastest Brain Trigger “SUPPLY”
 
 
 
Last week we focused on the fact that 
compliments release dopamine in the brain.
And I suggested you look for opportunities
to say “You Made a Smart Decision…” 
And that Limited Numbers, Deadlines and Penalties
can trigger people in a negative way if we
don’t give the reason for them.
Remember my phrase:
It’s “BS” if there’s no “BECAUSE”. 

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“You made a Smart Decision…” (This Week.)

Use Brain Science to GET TO YES FASTER® 
Because the Brain is Predictable.
Last week we focused on 
“Eliminating one thing… 
  because a thing in Motion…
   stays in Motion.” 
And one of the shortcuts people use
to decide who they like
is whether that person likes them
We show we like someone
by paying a compliment.
Compliments release DOPAMINE in the Brain.
(And that feels GOOD.)
 
YESCALATE® Quick Tip # 5 I LIKE YOU
 
Ask your Team to start their Client interactions this week
with the simple complimentary phrase
“You made a Smart Decision…”

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“Can you Eliminate ONE thing?”….This Week.

You can use Brain Science to GET TO YES FASTER® 
Because the Brain is Predictable.
Last week we focused on asking
“Do you have a pen handy? 
Because we know that handwriting IMPRINTS the brain.
And “A Thing in Motion STAYS in Motion.”
 

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“Do You have a Pen and Paper?”….This Week.

Use Brain Science to GET TO YES FASTER® this week.
Handwriting IMPRINTS the brain.
 
A Thing in Motion STAYS in Motion.
 
Commitment IN WRITING are up to
200% more likely for people to follow up on.
 
Small commitments get people moving
faster than larger commitments.
 
Because the Brain is Predictable.
 
YESCALATE® Tip # 17 “A Thing in Motion…?”
 
 

One Question for Us This Week…

“How will we lower risk (and increase safety)
for those we want to influence this week?”
 
Focus on that one question with your Team this week.
 
Lowering risk is essential to GET TO YES FASTER®.
It is one of more than fifty YESENTIALS™
that I partner with client Teams to optimize.
 
Because we can use Brain Science to Optimize Performance.
 
Let’s start by noting two facts about the Brain:
Survive. Save Energy.

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