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
Key Learning points from this conversation with James I Bond:
Over 90% of decision-making (including financial) is emotional, not logical.
Logical arguments alone often fail to persuade because they bypass the emotional brain.
Rhyme and Rhythm Create Memory Hooks
Poetry, rhyme, and sound patterns activate emotional centers and make ideas unforgettable.
Use Visual or Sensory Context
Statistics and facts gain impact when tied to vivid imagery or sensory descriptions.
Emotional Selling Beats Logical Selling
Stories, metaphors, and analogies trigger empathy and attention more effectively than logic.
Metaphor and Analogy Are Powerful Tools
“Men Are from Mars, Women Are from Venus” turned a modest book into a worldwide bestseller.
Alliteration Amplifies Appeal
Repeated sounds in names and slogans (Coca-Cola, PayPal, Best Buy) make them easier to recall.
Laughter produces oxytocin, increasing openness and receptivity to your message.
Renaming Can Transform Success
The right name reframes perception — “Sell More” became “Brain Glue,” and sales soared.
Focus Creates Breakthrough Growth
Simplify your market and message — one clear focus can multiply results.
Selling is the transference of passion; when you express genuine enthusiasm, others feel it.
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.
www.SpeechCoachforExecutives.com
https://superiorpresentations.net/
https://www.linkedin.com/in/georgetorokpresentations/
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