What an FBI Hostage Negotiator Taught Me About Sales Objections
Chris Voss spent 24 years talking people out of hostage situations. His Accusation Audit technique changed how I think about every objection I'll ever face.
4 min read 
Richard Thaler and Why “No Decision” Keeps Beating You
The Nobel Prize-winning research on status quo bias and the endowment effect explains the force that kills more deals than any competitor ever could.
4 min read
Antonio Damasio and Why “Rational” Buyers Are a Myth
A neuroscientist proved that without emotion, your buyer literally cannot make a decision. Every ROI spreadsheet you've ever built missed this.
4 min read
You Have 100 Milliseconds: The Princeton Research on First Impressions
Humans judge competence, trustworthiness, and likability in one-tenth of a second. Your buyer has decided something about you before you've opened your mouth.
4 min read
What Robert Cialdini Got Right About Influence (And What He Missed)
The six principles of influence are in every sales training. But when salespeople try to weaponize them, something breaks.
4 min read
The Spilled Coffee Experiment That Explains Why Admitting Weakness Wins Deals
In 1966, a social psychologist proved that competent people become more likable after making a mistake. Every sales training that tells you to lead with strength has it backwards.
4 min read
Jack Brehm and the Science of Why Pushing Harder Makes Buyers Run
When people feel their freedom of choice is threatened, they push back. The harder you push, the harder they resist. This should be required reading for anyone in sales.
4 min read