Your Intended Message

Why Logic Doesn’t Sell — and What to Do Instead Brain Glue: Why Emotion Beats Logic in Business Communication Episode 276 (James is bases in LA, California) In this Conversation we Explore: * Why the emotional brain makes 90% of our decisions * How rhyme, rhythm, and repetition make ideas memorable * The secret power of metaphors and analogies in persuasion * What “Brain Glue” is and how to apply it in marketing and leadership * Why logic kills sales and how to reframe your message emotionally * The psychology behind successful brand names and slogans * How humor and passion build trust and connection * Real-world examples of how a name change or focus can skyrocket sales * The behavioral triggers that make communication stick * How leaders can craft messages that resonate, not evaporate ----- About our guest, James I Bond: James Bond is one of America's leading behavioral management and marketing specialists. He is author of the bestselling book, BRAIN GLUE - How Selling Becomes Much Easier by Making Your Ideas "Sticky" Learn more about his book at www.BrainGlue.com [http://www.brainglue.com/] ----- Key Learning points from this conversation with James I Bond: 1. Emotion Drives Decisions * Over 90% of decision-making (including financial) is emotional, not logical. * Logical arguments alone often fail to persuade because they bypass the emotional brain. 2. Rhyme and Rhythm Create Memory Hooks * Poetry, rhyme, and sound patterns activate emotional centers and make ideas unforgettable. 3. Use Visual or Sensory Context * Statistics and facts gain impact when tied to vivid imagery or sensory descriptions. 4. Emotional Selling Beats Logical Selling * Stories, metaphors, and analogies trigger empathy and attention more effectively than logic. 5. Metaphor and Analogy Are Powerful Tools * “Men Are from Mars, Women Are from Venus” turned a modest book into a worldwide bestseller. 6. Alliteration Amplifies Appeal * Repeated sounds in names and slogans (Coca-Cola, PayPal, Best Buy) make them easier to recall. 7. Humor Builds Connection * Laughter produces oxytocin, increasing openness and receptivity to your message. 8. Renaming Can Transform Success * The right name reframes perception — “Sell More” became “Brain Glue,” and sales soared. 9. Focus Creates Breakthrough Growth * Simplify your market and message — one clear focus can multiply results. 10. Passion Is Contagious * Selling is the transference of passion; when you express genuine enthusiasm, others feel it. ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.   Connect with George www.SpeechCoachforExecutives.com [http://www.speechcoachforexecutives.com/] https://superiorpresentations.net/ [https://superiorpresentations.net/] https://www.linkedin.com/in/georgetorokpresentations/ [https://www.linkedin.com/in/georgetorokpresentations/] https://www.youtube.com/user/presentationskills [https://www.youtube.com/user/presentationskills1]

Feedback First: The Starting Point for Better Sales Coaching Listen for What Isn’t Said: The Coaching Skill Most Managers Miss Episode 275 (Keith is based in Philladephia) In this conversation with Keith Willis, we explore: * why real coaching starts with clarity, not a barrage of questions * how an Army leadership mindset accelerates business coaching outcomes * the pharma sales reality and why managers must coach for influence over time * a practical cadence for field rides, feedback, and field coaching reports * a three-step coaching move: say it, support it, then ask for their view * spotting belief barriers (like “I hate being closed”) and reframing them with stories * listening for the unsaid—naming hesitancy to surface the real issue * how to kick-off a coaching culture with a 7:1 positive feedback ratio ----- About our guest, Keith Willis: Keith is the president and founder of Core Management Training. He helps organizations build leadership competencies, coaching systems and sales performance frameworks that strengthen managers and elevate teams. A former U.S. Army Captain he honed his skills in team building, strategic planning and leadering before translating those lessons into coaching for leaders in the pharmaceutical industry. Learn more about Corel Management Training and their programs https://coremanagementtraining.com/ [https://coremanagementtraining.com/] ----- Key Learning Points: * change is constant—assume the environment will shift and prepare people to adapt. * military leadership and great business coaching share more similarities than most think. * start with assessment before training: interviews, 360s, and gap-mapping. * pharma selling is influence over time, not a one-meeting close—so coach for the long game. * field ride-alongs plus clear field coaching reports (FCRs) remain essential. * the common coaching mistake: endless questions that hide the manager’s point of view. * better sequence: say it, support it with observations/data, then ask for reaction. * coach beliefs, not only skills (e.g., why a rep avoids closing). * listen for what’s not said; name hesitancy and invite the real conversation. * to launch coaching at scale: begin with positive feedback, aim for a ~7:1 ratio before tougher notes, use a simple model, and weave coaching into 1:1s. ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.   Connect with George www.SpeechCoachforExecutives.com [http://www.speechcoachforexecutives.com/] https://superiorpresentations.net/ [https://superiorpresentations.net/] https://www.linkedin.com/in/georgetorokpresentations/ [https://www.linkedin.com/in/georgetorokpresentations/] https://www.youtube.com/user/presentationskills [https://www.youtube.com/user/presentationskills1]

Targeted messaging wins: why “market to everybody = market to nobody” Plateaued growth? Check your vision, strategy, and team empowerment Episode 274 (Shay is based in Charlotte NC) In this conversation with Shay Prosser, we explore: * why strategy must come before messaging * how interviewing customers sharpens language that resonates * the danger of “laundry list” offerings and what to say instead * how clear targeting helps the right people self-select (and others opt out) * how to set do/don’t-do boundaries so teams deliver consistently * a simple way to stop scope creep in service businesses * what makes a business scalable beyond the owner * how 90-day plans with simple metrics create real momentum * why rebrands should serve a strategic purpose, not vanity * how to refine vision so teams can actually execute ----- About our guest Shay Prosser: Shay is fractional chief Marketing and Strategy Officer. She is a founding member of the Birthing of Giants regional cohorts. She has lived in 10 states plus living abroad. Learn more about Shay and her services at: https://north12partners.com/ [https://north12partners.com/] Connect with Shay: https://www.linkedin.com/in/shayprosser/ [https://www.linkedin.com/in/shayprosser/] ----- Key Learning Points: * strategy precedes messaging: define who you serve, the problem, and the words they use. * talk to customers first: use their language to shape offers and copy. * focus beats laundry lists: communicate the problem you solve, not 25 services. * repel to attract: clear messages signal who is and isn’t a fit. * internal alignment matters: communicate what you do/don’t do and set boundaries. * fight scope creep: “today’s exception is tomorrow’s expectation.” * services must match promises: align sales, delivery, and scope controls. * build a scalable business: processes and people so the owner can step back. * use 90-day plans + simple metrics: create momentum and visible wins. * vision → strategy → execution: clarify the destination, then pick the route. * rebrand with purpose: positioning, story, and team rollout—not just colors. * smart change management: communicate the why, who’s involved, and the plan. * cross-industry practices help: fractional leaders transfer proven playbooks. * empower the team: owners are often the bottleneck; promote leadership. ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.

Manage Difficult Conversations & Meetings The 3-step script to calm angry people (ignore words, read feelings, label) Episode 273 (Doug is based in California) In this conversation we explore… * https://dougnoll.com/why decisions are emotional and what that means for leadership credibility * the 92-second reset protocol that calms intense situations fast * a three-step method: ignore words, read emotions, reflect with “you” statements * the brain science behind affect labeling and rapid de-escalation * why “active listening” backfires and how to respond effectively instead * the four relaxation signals that tell you it’s safe to problem-solve * adopting a compassionate mindset to neutralize personal attacks * evidence from prisons to boardrooms proving the method’s transferability * how to prepare for tough meetings with self-labeling and emotion maps * a practical path to mastery in 8–12 weeks with deliberate practice ----- About our guest, Doug Noll: Doug was born with a set of difficult disabilities: nearly visually blind, color blind, two club feet, poor teeth, left-handed, and too smart for his own good. He found his life’s calling at 50 years of age when he left a successful civil trial practice to become a peacemaker, mediator, author, and teacher. Free Offer: Peace Under Pressure Kit The kit consists of my De-Escalate Advisor, which is a ChatGPT agent that will help you work through intense emotions, my 4- week online video course Dealing With Anger and Aggression, and an invitation to my free Stop Arguments Cold Skool Community. Either DM me on LinkedIn or Facebook @douglasnoll on Instagram @douglasenoll with YOUR INTENDED MESSAGE 25. https://dougnoll.com/ [https://dougnoll.com/] https://www.linkedin.com/in/dougnoll/ [https://www.linkedin.com/in/dougnoll/] https://www.instagram.com/douglasenoll/ [https://www.instagram.com/douglasenoll/] ----- Key learning points: 1. Emotions drive decisions; treat people as emotional beings first. 2. The 92-second reset protocol (ignore words, read emotions, reflect with “you” statements) reliably calms people. 3. Affect labeling interrupts the amygdala and engages executive function. 4. Avoid “active listening” formulas; use plain “you feel…” reflections instead. 5. Wait for the four relaxation cues before problem-solving. 6. Mindset shift: see attacks as emotions, not truth; respond with compassion. 7. Practice builds automaticity; mastery is achievable in ~8–12 weeks. 8. These skills scale from prisons to boardrooms and change behavior system-wide. 9. Self-labeling (silently) stabilizes you during tough meetings. 10. Preparation: pre-name likely emotions—yours and theirs—before you enter the room. ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.   Connect with George www.SpeechCoachforExecutives.com [http://www.speechcoachforexecutives.com/] https://superiorpresentations.net/ [https://superiorpresentations.net/] https://www.linkedin.com/in/georgetorokpresentations/ [https://www.linkedin.com/in/georgetorokpresentations/] https://www.youtube.com/user/presentationskills [https://www.youtube.com/user/presentationskills1]

Build trust in business through authentic storytelling The brand blueprint: how to define values and tell your story Episode 272  (Deevo is based in Charlotte, NC) In this conversation we explore… * how to cut through industry noise with a no-fluff branding approach * why self-discovery is the foundation of personal branding * the role of trust and experience in building client relationships * how authentic storytelling creates emotional connections * why honesty and vulnerability make you relatable * the importance of aligning your values with your business story * why branding is more than visuals—it’s every customer touchpoint * how personal struggles and pain points can strengthen your brand * why your story won’t resonate with everyone (and that’s a good thing) * what qualities make someone an ideal client for branding work ----- About our guest, Deevo Tindal: Unapologetically Bold – he says what others won’t, and it lands. Personal Brand-First – he helps people build brands rooted in identity, not imitation. No Fluff, All Fire – Real-world experience meets razor-sharp insights you can act on. It’s Not Just a Talk – It’s an experience. One that will shake your audience into clarity. Ready to learn more or check out his services? Visit https://www.thebrandstoryteller.com/ [https://www.thebrandstoryteller.com/] https://www.linkedin.com/in/fusionphotog/ [https://www.linkedin.com/in/fusionphotog/] https://www.instagram.com/deevothebrandstoryteller/ [https://www.instagram.com/deevothebrandstoryteller/] ----- Key Learning Points * the no-fluff approach means dropping templates and discovering your unique story * personal branding starts with knowing yourself first, not copying others * trust is built through intentional client experiences, not just final products * authentic storytelling connects emotionally and sets you apart * vulnerability and honesty make your brand relatable * your values and problem-solving define the heart of your story * branding is every touchpoint in the customer journey, not just logos or colors * pain points and struggles can strengthen your story if shared with purpose * not everyone will resonate with your brand—and that’s okay * the best clients are purpose-driven, coachable, and ready to share their genius ----- ----more---- Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self. In these interviews we will explore presentation skills, public speaking, conversation, persuasion, negotiation, sales conversations, marketing, team meetings, social media, branding, self talk and more.   Your host is George Torok George is a specialist in communication skills. Especially presentation. He’s fascinated by the links between communication and influencing behaviors. He delivers training and coaching programs to help leaders and promising professionals deliver the intended message for greater success.   Connect with George www.SpeechCoachforExecutives.com [http://www.speechcoachforexecutives.com/] https://superiorpresentations.net/ [https://superiorpresentations.net/] https://www.linkedin.com/in/georgetorokpresentations/ [https://www.linkedin.com/in/georgetorokpresentations/] https://www.youtube.com/user/presentationskills [https://www.youtube.com/user/presentationskills1]