Are you a visionary entrepreneur who is brilliant at what you do, yet you dread the sales process? You know you're leaving money on the table, and every presentation feels like sailing blind through a thick fog, wondering if your pitch is going to land or if you’ll just be ghosted? If you're tired of generic solutions and sales training that feels forced and unnatural—like you're sanding off pieces of yourself just to fit the mold of a "proper founder"—this episode is the signal you’ve been waiting for. In this powerful episode of The Pharos Effect, host Jeff Borschowa welcomes Patrick Seaton, founder of Ask Alex and a veteran in change management and sales neuroscience, who reveals the hidden cognitive traps that keep visionary founders stuck. Patrick understands that systems like the Entrepreneurial Operating System (EOS) are great at helping you diagnose when you missed a key objective, but they leave you completely on your own to figure out how to actually fix the problem. Patrick specializes in the "how" that truly unlocks aligned, sustainable growth. This isn't just another discussion about sales tactics; it's a deep dive into the neuroscience of buying. You will gain the clarity to stop hustling and start guiding:The Knowledge Curse and Commission Breath: You’ll learn how the "knowledge curse"—falling in love with your own solution and talking too much—actually triggers your prospect’s defensive "croc brain" (the reptilian gatekeeper) and causes you to get ghosted. This is the emotional breakdown where your prospects perceive you as scattered and unprepared, leading to a breakdown of trust. The Power of the Croc Brain: Understand the core brain science revealing that up to 90% of all purchasing decisions are made emotionally (by the croc and limbic brains), with the rational neocortex only serving to justify a decision already made. This fundamental truth changes everything about how you approach the first meeting.The PIM Framework: Your First-Meeting Compass: Discover the simple, three-part framework (PIM: Problems, Interest, Moment) that Patrick built into his AI tool, Ask Alex, which ensures you never waste time chasing cold leads disguised as hot ones. This process helps you ask brain-friendly questions that are not aggressive, salesy, or jargony. The Visionary's True Role: Learn to shift from being the "sage on the stage"—the expert delivering a pitch—to being the "guide on the side"—the trusted partner who helps the client clarify their own thinking. True success comes when you fall in love with the people with the problem, not just the problem itself. Why Your Team Needs You to Name the Fog: Patrick reveals that your team and clients already sense the subtle disconnect when you pretend you have all the answers. They aren’t looking for perfection; they’re looking for a leader who will name the uncertainty without pretending it isn’t there. Patrick Seaton's work is a breath of fresh air for founders who crave structure that serves their creative genius. If you’re tired of systems that promise spreadsheets but leave you staring blankly at the ceiling at 2 a.m., it's time to find the clarity you deserve. Don't let the fog swallow your vision!

Ver todos los episodios