The Silent Influencers: How Microexpressions Impact Sales Outcomes There are moments in every sales conversation when the energy shifts—when a buyer leans in, checks out, lights up, or quietly begins to pull away. Most of the time, these shifts are subtle. They’re not spelled out in words or clarified in emails. They happen in the […]
The Hidden Cost of Ignoring Emotion in Coaching Conversations In the pursuit of productivity, efficiency, and performance, many leaders have learned to coach with their heads and not their hearts. Logic becomes the default language. Data drives the discussion. Metrics outweigh meaning. And emotion—if acknowledged at all—is often viewed as a distraction from the real […]
Since May is Mental Health Awareness Month, I’d like to share my brother, Woody, with you. If you’re not yet familiar with him, here’s an introduction. Perhaps more than anyone else I know, Woody is a guy who understands the importance of dreams. Two examples: Woody will be 65 in November. He’s never driven […]
How Oxytocin Impacts the Buyer’s Brain: Creating Connection Without Being Pushy In a world where buyers are more skeptical, informed, and distracted than ever, the pressure on salespeople to “cut through the noise” has never been higher. So we push a little harder. Follow up a little faster. Try to “close the gap.” But the […]
When I opened the Outlook app on my iPhone the other day, there was an advertisement at the top of the feed that said, “Pay off debt without a loan.” At that moment, Anne said, “Did I just hear your eyes blink?” I put down my phone. I sat in baffled astonishment trying to imagine […]
Your Company Needs Trust: The Neuroscience Behind Building Buyer Confidence In today’s hyper-informed, choice-saturated marketplace, your prospects don’t just want to make a smart decision—they want to make a safe one. That’s where trust comes in. But trust isn’t just a warm, fuzzy feeling. It’s a biochemical process with deep roots in the human brain. […]
Coach the Whole Human: Why Personal Values Should Guide Performance Conversations We spend so much time in performance conversations talking about goals, KPIs, quotas, and metrics. And those things matter—but they’re only part of the equation. If we want to inspire sustainable performance, we need to look beyond the numbers. We need to start coaching […]
Emotional Arcs in Sales Conversations: How to Guide the Buyer Journey with Intentional Shifts Sales is not just about information, it’s about emotion. We’ve all heard the phrase, “People buy with emotion and justify with logic.” But neuroscience doesn’t just support this, it explains it. When we understand how the brain processes emotion in conversation, […]
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If you’ve read my book, Random Thoughts: A Writer’s Notebook, you know I was employed as a hospital orderly in Meriden, Connecticut, from mid-1972 to mid-1974. I worked the first shift, which was 7:00 a.m. to 3:30 p.m. My duties consisted of lifting and transporting patients, taking bodies to the morgue, occasionally assisting with autopsies […]
