The Word That Changes Everything
YESENTIALS®: Because The Word That Turns “No” Into “Go” Words don’t just inform — they influence. And a few words have disproportionate power to change what happens next. In this YESENTIALS® module, we explore one of the most famous and replicated studies in behavioral psychology — a study that proved a simple truth: Add the […]
You’re Only One Introduction Away
YESENTIALS®: Introductions Introductions Make Possibility Visible What if the thing that changes your life isn’t a strategy — but a sentence that starts with, “You’ve got to meet…”? Before anything enters our awareness, it must be introduced. That’s true in conversation, and it’s true in connection. The word introduction itself dates back to the 1300s, […]
The Brain Says Yes to the Safer Choice
YESENTIALS®: Risk When someone says, “I need to think about it,” they’re not buying time. They’re signaling fear. The human brain has two top priorities: stay alive and save energy. That means we don’t engage unless we feel safe. From a brain science standpoint, RISK is one of the most powerful decision amplifiers. Research shows […]
The Shortcut to Trust Is Vulnerability
This month, one of the YESENTIALS® I’m exploring with clients and Vistage Groups is the science around “Vulnerability.” In this YESENTIALS® module—Vulnerability, one of the 26 Essentials of Yes—we dive into three science-backed strategies that act as shortcuts to trust, engagement, and psychological safety—for teams, for clients, and for ourselves. From a brain science perspective, […]
Seed Evidence. Grow Results.
“The research suggests that when people are in situations of uncertainty, they look for evidence indicating they’re about to make the right decision.” This is from page 58 from my first book The One-Page Sales Coach. Showing Evidence (the “E” in the 7 part MAGNETS model from that book) is one of 7 strategies you […]
Objection Prevention eats Objection Handling for lunch
Understanding the difference between objection handling and objection prevention—and between objections and conditions—can immediately improve your sales performance. And it’s not just technique——it’s brain science and at the core of essential sales best practices. Here’s the truth: Your top reps aren’t “handling” objections… They’re preventing them. They identify the question in advance—and answer it before […]
Insight: How’s Q1 Sales Results? Everything is what we compare it to.
As you come to the end of Q1 2025 what does your sales team need to change? What are your client’s feeling? Is your price high? Is your service great? The only answer is: Compared to what? You can change how someone feels about anything based on what you give them to feel before that […]
March Forth
March Forth. In FM. Today. March 4th. March Forth. Life is better in F(orward) M(otion). Because our brain is tuned to the radio station WIIFM— scanning the environment asking What’s In It For Me? “Pain is a signal to move. Movement is medicine.” (Thank you, Carrie– two powerful quotes from fitness entrepreneur Carrie Wightman, a […]
Come along, we’re going to YESCALATE®
Let’s YESCALATE® This. While YESCALATE® is a sales program, more recently it has also been used as a verb, especially by my largest client. Now, I am not self-centeredly trying to make my brand into something larger than it is, but rather the pivot came from clients. Clients taking the practice and learning into […]
The Science of Sales, Engagement, Learning and Leverage
3 min Video and Workshop Invite May 28th, 2024 Bottom Line Up-Front (BLUF)
