Insights & Resources

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.

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

Interested in powering your sales team?

Are you ready to set your team up their best year yet? YESCALATE® is ready to get your team going!

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

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

Resources