#48 - Including ‘Choice’ into Change Models via SCARED SO WHAT™ (Grant Van Ulbrich, 2020)

In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean.Listen as they deep dive into Grant’s final year thesis titled, Including ‘Choice’ into Change Models via SCARED SO WHAT™, buying based on emotion, how his research lead him to create Scared So What and more.Gain valuable insights and find out Grant's future plans such as preparing to publish his book, Transforming Sales Management: Lead your sales teams through change.Look forward to:[1:20] Transformation in a new role[25:47] The idea behind Scared So What[39:55] Buying decisions based on emotion Take the SCARED quiz today and discover where you are in a change process.ScaredSoWhat.com/scared-quizConnect with Grant Van Ulbrich on LinkedinConnect with Philip Squire on LinkedinConsalia LtdLinkedIn - Like us on LinkedIn!Twitter - Follow us on Twitter! Also, take our Mindset Survey and find out if you are in "The Winner's Circle" of salespeople - the top 10% of salespeople who sell to their customers in a way they want to be sold to.