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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There only 23 hour in day.

That’s what he said.
(With a thick Korean accent.)
Then he saw the confused look on my face.
So, he repeated it to me:
“There only 23 hour for you now,
you spend 1 hour EVERY DAY
It was 1984, and I was a 16 yr old high school kid
applying for entry to his dojang in Binghamton NY.
He was Master Sang Chul Lee.
And he was a Certified BADASS. Continue reading

“What Worked? You started WATCHING!” (Week 10)

Apply this Brain Science  
Improve your Sales 
It’s Simple.


WHAT IF you could use the brain’s own shortcuts
(cognitive biases like visuals and peer-based evidence) 
yes, use actual Brain Science
to generate sales improvements
in the high double-digit range 
with your Team?


What if you could see those results 
across your entire client-facing Team 
in 90 days by applying 3 things?


1. METRICS: Be proactive in what you measure. 
2. MODELS:  Show your team specifically what to Do.
3. MAPS:      Have minimum standards in place.

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“Your Brain has a BS Button.” (Week 8)


YESCALATE® Tip # 8 “SUPPLY” Triggers the BS Button
Your Application Exercise for Week 8 is taken 
from the YESCALATE® Full Day Workshop 
(links for you for the previous 7 Weeks are below!)
Register Your Team using Promo Codes for 
30% Discount* for Vistage Members Teams 
(*because Vistage CEO Members ask to share the delivery with their Peers.)
LESSON: “The Brain has a BS Button.” 
How can you set deadlines for people 
without triggering their BS Button?
Your Brain on a Deadline
Certain messages trigger our brain to say: 
“That’s just BS.”
Scientists refer to the potential of 
“scarcity messages” to trigger us negatively.
Some examples…
“Time is running out…!” (Yells the web ad.)
“We only have 10 of these left…!”
(Claims the huckster who has a warehouse full.)
A really powerful one is:
“The Deadline for Filing is April 15th…!”
(Yup, that one works! But why…?)
One of the fastest ways to trigger someone’s brain 
…because people pay more attention to 
what they might LOSE than they do 
to what they might GAIN.

“Can’t you SEE? Stop Saying, Start Showing.” (Week 7)


YESCALATE® series of best practice tips you can use today.

This email goes to 8,421 CEOs and Key Executives who have

asked to get my tips.

Today’s one minute video tip has 3,481 views as I type this. 


From my book and Workshop.


LESSON: “A Picture is Worth…?” 


… a thousand words?

 … or is it really ten thousand words?

  … one scientist claims one million (seriously?)


Another researcher wrote that:

“A picture is worth exactly 84.1 words…”

But he was documenting the least number

of words it took to explain a single simple diagram.

(I’m pretty sure he was an engineer!)


Look, who cares what the exact number is…


The bottom line is that you know this:

The fastest way for YOU (and your Team)

to get your message into someone’s brain

is through their eyes.

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“Where’s your Diploma? Show me, please.” (Week Six)

Your Application Exercise this week is taken 
from the YESCALATE® Full Day Workshop
Next Workshops in Philadelphia and Houston
click for details
Promo Codes for 30% Discount for Vistage Members Teams 
Exercise is 5 below, on Building Your 3D Diploma™
1-min Video on Your DIPLOMA
Why does a Doctor hang a Diploma in the exam room? (1-min Video)
(Brain science explains why you should, too)
Is it because she forgets where she went to school?
The diploma is there for YOU, the patient.
Doctors are building a perception of

their trustworthiness in advance.

Continue reading

“What’s your Proof?” (Week Five)

Your training exercise this week is taken from
(See Exercise 7 below, on building Client Testimonials)
1-min Video on EVIDENCE
Why does a Bartender put out a “Tip Cup”? (1-min Video)
Why did McDonald’s say, “Billions Served”? (2-min Video)
Because people want EVIDENCE.
They look for PROOF of what OTHERS have done.
Your clients have three choices:
Should they 1) choose you, 2) your competitor,
or 3) simply do nothing?
Before they choose, they look for shortcuts to 
make that choice– and one of the first shortcuts
is the question: “What have OTHERS chosen?”

Your 12 Week Sales Plan: Week 4 “What’s the Difference?”

Week Four focus on THE DELTA with your Team.
(More on DELTA and DIFFERENCE below.)

Question for the Week:
“How can your Team show clients THE DELTA LINE 
between their PROBLEMS and your SOLUTIONS 
in 3D: Dollars, Data, Delta?”
The YESCALATE® One-Page Sales Coach® model 
gives your Teams a toolkit* and a language to speak to
describe your firm’s consultative process of engaging customers.

With tools so easy to use we can lay them out on the 
back of a bar napkin…