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Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead
Monday, 18 Feb, 2019 – 10:40 | No Comment
Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead

I recently chatted with a VC invested in 15 healthcare apps that use

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 10 Jun, 2019 – 8:40 | 7 Comments
To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)
Tuesday, 14 Oct, 2014 – 10:15 | 2 Comments
The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know […]

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012 – 8:20 | 11 Comments
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

Behaviors aren’t rational
Friday, 2 Dec, 2011 – 7:25 | One Comment
Behaviors aren’t rational

Science, sales, negotiating, and the prison system – not to mention neuromarketing, neurosciences, and decision making sciences – have a base-line belief  that there is a ‘rational’ way to recognize choice –  rationality assumed when the ‘appropriate information’ is available to decide with.
In other words, when choices are made that go against what the world […]

Buying Facilitation® is not sales; it is a spiritual practice and leadership model
Friday, 15 Jan, 2010 – 9:26 | One Comment
Buying Facilitation® is not sales; it is a spiritual practice and leadership model

My friend Martin Rutte recently wrote to a friend of his about my work. He said:…