Any superior salesperson will tell you that, while a rational sales pitch is important, the sale is actually made by understanding and appealing to the buyer's emotions. It is an important lesson that leaders must understand. Neuroscience tells us that the emotional brain overpowers the rational brain. The emotional brain, centered in the amygdala in [...]
The Scenario Bill Wolfe, President & CEO of Fleet Industries, was chairing a meeting with his Executive team and was about to erupt in a fit of anger over his team’s inability to agree on a course of action to answer to a competitive threat posed by the company’s main competitor, Gadco. While Fleet had [...]
Dr. Evian Gordon, CEO of Brain Resource, has a brain model called "Brain 1-2-4". Its central premise is that: 1 - The brain's organizing principle is focused on "Minimize Danger - Maximize Reward". 2 - There are two modes of processing in the brain - nonconscious and conscious. 4 - The brain has four key [...]
