We’ve all been taught that standard sales processes are key to great
sales. Heck, over two plus decades of consulting, I’ve created hundreds
of those standard sales approaches. I thought they were critical for my
Today, I understand why they just don’t work. Here’s what neuroscience
Standard sales processes are designed to communicate the way we prefer to
communicate, to share what we think is important, in the order and manner
that we think works. We’re designing what we think works.
Neuroscience has now proven that every human (aka every buyer) has his or her
own unique mind design. Each mind designs includes unconscious mindware
programs that determine our unique preference for communication, the
specifics information we need and the way we need to receive that information
to match our own decision strategies and processes.
When w... (more)
We all know that employee turnover is costly. We lose valuable knowledge
and skills even as we pay to recruit, hire and train replacements. New
estimates show that turnover results in costs that exceed 150% of the
employee’s salary. That’s a big number in any business.
Turnover results from a resignation or a firing. In the former, we’re
facing an employee who is disengaged, demotivated and dissatisfied enough to
leave the business. All too often, “problem” employees are facing the
same issues, demonstrated as poor productivity and results.
Why Traditional Approaches Don’t Mat... (more)
So many seem to expect continued failure these days; stuck in fear, focused
on the negative. The economy is our scapegoat, and Eeyore's "Woe is Me"
Yet some businesses and people are thriving - in the middle of the same
So what's different for them? What do these thriving people and businesses
see and do that everyone else can't seem to see or do?
A lot of it comes down to attitude and beliefs. Yes, touchy feely stuff. But
I do believe that how we perceive our world impacts our experience. My own
life is enough proof for me. If we look around, we'l... (more)
I spent a day last week at the Arizona Biotech Conference, sharing and
learning about the amazing industry that’s forming in Arizona. Who know
that the #1 biotech IPO for 2013 was an Arizona firm? I surely didn’t.
I had the chance to see an approved synthetic heart (yep,we can all forget
the Russian roulette of that transplant list now.) I say a new pacemaker/
defibrillator that is smaller than a stint as well as new monitoring devices
that can be injected in a vein. Talk about micro!
I was surrounded by breakout innovation. What a powerful experience and
opportunity to model... (more)
I’ve been on the road working with executive teams and corporate clients
for a few weeks now. The topic of how to lead change comes up again and
again. It’s one of the most popular things we chat about.
The answer to why humans resist change is that it’s a chemical response in
your brain. Once you understand how to lead so that the chemical response
doesn’t happen, is reduced or is balanced by other mindware programs,
you will lead successful change.
Check out this video for some tips on leading successful change. It’s All
in Our Minds!
If you’d like to learn more about ... (more)