“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”. 

If you are going to set a SUPPLY LIMIT 
you are best served by giving the valid reason 
causing the limit (the “BECAUSE”) 
and by having a third party (not you) set the limit.
.. without giving a reason you increase 
the likelihood that people will say
“Well, that’s just BS.”
“Because” is a trigger word in our language…
and it indicates “there is a reason”.
Research suggests that by using 
the word “BECAUSE” you can 
increase compliance to the 
same requests by up to 200%. 
Remind your Team to give Clients “the BECAUSE” 
when making requests…
“It’s BS if there’s no BECAUSE.”
Requesting data … “Because…”
 Asking for a call back… “Because…”
 Setting a deadline… “Because…” 
   Providing a discount… “Because…”
Give the BECAUSE.


Review the Week’s YESENTIALS™ Lesson with your Team
  • In 10 Minutes on Monday, run a Drill-for-Skill around this Lesson 
  • Board a summary note where everyone on your Team can see it 
  • (on your “Did Well Wall”)
  • Play the video — this week it is Tip 8 “Supply”
  • Board Examples of the Tip in Practice this week…
  • Take 10 Minutes on Friday to run a Round-Table Review and Summarize the Wall
In doing so you are applying three of the most 
powerful triggers from Brain Science…
These are essential to GET TO YES FASTER®.
There are more than fifty YESENTIALS™
that I partner with client Teams to optimize.
Because we can use Brain Science to Optimize Performance.
Register your Team for one of 
Two Open Workshops coming up
Philadelphia and San Diego
(Registration Discounts still available for Vistage Members)
Use code VISTAGE if you are a Member sending Team.
YESCALATE® Workshop or Webinar for Your Group
YESCALATE® Workshop or Webinar for Your Group


What is essential to build a high-performance culture?
Purpose. Behaviors. Essentials.
Define the YESENTIALS™
With your success in mind,