Anchoring and adjustment is one of the most potent—and underutilized—tools in the sales negotiator’s arsenal. From the very first price you mention, you’re setting a mental benchmark in your prospect’s mind that influences every subsequent judgment. But why does that first number wield such power? And how can you ethically harness this cognitive bias to […]
Jared sat across from me, arms crossed, lips pressed into a thin line. The numbers didn’t lie—his performance was lagging—but he was quick to explain why: the market was slow, his team was green, and corporate wasn’t providing enough support. Classic fixed mindset language. Smart guy, high potential, but stuck. As his coach, I knew […]
My early years as a junior officer in the Army proved to me something that was impossible to deny. The level of rank on someone’s collar does not make them any more effective as a leader. Yes, seniority usually weeded out poor performers, but in the lower ranks while the system was waiting on results, […]
Back to Basics: Revisiting the 3 C’s of Impactful Coaching Over the past month, we’ve seen a noticeable uptick in new subscribers. Thank you for joining us—whether you’ve been here from the beginning or just found us recently, we’re grateful you’re part of this. And, if you’d like to be a paid subscriber, we’d love […]
Building trust is the cornerstone of every successful sales relationship. But what happens in the buyer’s brain when they decide whether to open the door to your message? By understanding the neural triggers of trust, you can design every first contact to tap into the brain’s trust circuitry—boosting buyer confidence and accelerating your path to […]
In this special “Best of May” episode of Beyond Coaching, Dr. Rob Ramseyer revisits some of the most insightful and impactful moments from recent episodes. With guest experts Mitch Hull, David Shapiro, and Dr. Wendy Moehler Seib, Kelli Wegerer, and also parts of a recent podcast interview Rob did talking about team unity and culture […]
In this special “Best of May” episode of Beyond Coaching, Dr. Rob Ramseyer revisits some of the most insightful and impactful moments from recent episodes. With guest experts Mitch Hull, David Shapiro, and Dr. Wendy Moehler Seib, Kelli Wegerer, and also parts of a recent podcast interview Rob did talking about team unity and culture […]
The call came at 11:47 PM on a Tuesday. Sarah, a VP at a fast-growing tech company, was supposed to be celebrating—her team had just closed their biggest deal of the year. Instead, she was sitting in her home office, laptop open, responding to “urgent” emails that could have waited until morning. “Doug,” she said […]
Most people think seasonal changes mean switching wardrobes and adjusting thermostats. The effects of season change on humans run much deeper than we realize—affecting approximately 5% of adults in the US who experience seasonal affective disorder each year. But here’s what’s really happening: your body is responding to ancient rhythms that modern life hasn’t erased. When autumn […]
Episode Summary:Every coach says they have standards. But what happens when those standards come face-to-face with the realities of competition—especially when a win is on the line? In this episode, Rob and Dustin dive deep into a situation almost every coach will face: Do you sit a key player who violated team rules, even if […]
