The Hidden Role of Emotion in Sales and Leadership | S2014
Most people think decisions are made by logic. They’re wrong. I see this every day when smart, capable people stall, hesitate, or quietly back away from a clear yes. Knowledge matters, but it rarely closes the gap. Emotion does.
In this episode, I break down how real decisions are made and why persuasion isn’t about pushing harder or proving you’re smarter. It’s about understanding what someone is feeling in the moment they freeze. I share a real example from training a team of real estate agents and show how emotions like trust, confidence, loyalty, and even betrayal quietly run the show. We talk about why facts alone don’t move people, how likeability builds trust faster than expertise, and why giving someone the right language can remove their biggest internal roadblock.
If you lead, sell, parent, coach, or simply want people to come with you instead of resisting you, this episode will change how you listen, how you ask questions, and how you tell stories. Because knowing isn’t enough. When you learn to work with emotion instead of fighting it, decisions get easier. For you and for them.
Key Takeaways:
· Why emotional hesitation is often the real objection hiding behind “I need to think about it”
· How trust is built through likeability and confidence, not more facts
· What to do when loyalty and guilt block a decision forward
· How the right language removes fear without creating conflict
· Why stories quiet resistance and open people to change
About Rebecca:
In 2008, I blew up my life in spectacular fashion. I left a cult, got divorced, and for a time, lost even the few people I had leaned on. I thought greener grasses awaited me. I was wrong. Despite building a wildly successful digital marketing business, remarrying and growing my family to four kids, I felt nothing but dread each morning.
Then came what I now call Epiphany Town. It was that electric moment when I stopped defining my life by what happened to me and began building on purpose. That phase lit me up in a way I had never felt. Now I devote every ounce of my energy to guiding others through their own version of Epiphany Town. I help them find the barriers that are actually holding them back, finally let go of self-sabotaging stories, and leap into a life that is meaningful and deeply fulfilling.
I believe each of us has a story to tell, a gift to offer, and a life worth waking up for. Whether your goal is to impact one person or a million, I am here to help you see your place, claim your voice, and live your life on your terms.
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