The Neuroscience of Resistance in Sales and Leadership — Travis Hahler
70% of organisational change initiatives have failed to hit their goals for three decades straight. Travis Hahler argues that’s not a leadership problem or a motivation problem. It’s biology. When you ask someone to change, you’re asking them to abandon routines their brain built specifically to save energy, and that triggers a protective response they can’t simply decide their way out of.
Jason Marc Campbell sits down with Travis Hahler, neuroscience informed change strategist, senior director of global strategy and transformation at Salesforce, and author of Rethinking Resistance. Travis explains why your highest performers resist change hardest, why discounting never solves a real objection, why urgency stops working once everything becomes urgent, and why acknowledging the downsides upfront is what actually builds trust.
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👂Listen out for:
Resistance isn’t rebellion, it’s biology
Why high performers push back the hardest
The two root causes: energy and protection
Burning platforms only work if they’re rare
Get curious instead of sweetening the deal
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🔗 More from Travis:
Website: travishahler.com
LinkedIn: https://www.linkedin.com/in/travisdhahler/
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Note from Jason: This Podcast, as I have, has evolved. From Selling with Love Podcast and Superhumans at Work by Mindvalley. I remain curious and continue to grow into more topics that can support others on a journey for success and fulfilment. Enjoy ;-)
#TravisHahler #JasonMarcCampbell #SellingWithLove
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