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)
2.7 min Video and Workshop Invite
March 4th. March FORTH. This coming Monday is my favorite date in the calendar… because Life is Forward Motion and research shows that there is science to getting things in motion (click to watch).
“Compared to WHAT?”
“Compared to WHAT?” Research shows that we can change how someone feels about anything based on what we give them to feel before that thing. (Perceptual Contrast is the Scientific Term—discussed in the 2.7min YESENTIALS® Explainer Video above…it’s often referred to as “framing”.) Because: Nothing “is”. Everything is “what we compare it to.”
The One Question
The One Question* Research Shows Gets More YES Bottom Line Up-Front (BLUF): there’s a direct correlation between the amount of time people take to answer this one question and the probability of them saying yes to us. Research shows asking this one question* at the start of a meeting irrespective of your industry or function results in more engagement.
HOW TO RESET the BS Button…when you Notice yourself being Triggered.
How to Hit RESET on the BS Eliminate Stress in 30 Seconds There is a BS button in the brain– by BS I mean BRAIN SCIENCE. That button controls the part of your brain that releases chemicals. New research shows us how to stop the release of stress and anxiety chemicals – by pushing a reset button in […]
