{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Sales Transformation Podcast","title":"#48 - Including ‘Choice’ into Change Models via SCARED SO WHAT™ (Grant Van Ulbrich, 2020)","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/84b1ae83\"></iframe>","width":"100%","height":180,"duration":2945,"description":"In this episode of The Sales Transformation Podcast, Dr. Phil speaks with Grant Van Ulbrich, Global Director of Sales Transformation for Royal Caribbean. Hear about Grant’s final year thesis titled, \"Including ‘Choice’ into Change Models via SCARED SO WHAT™\", gain insight on buying based on emotion and the research behind Grant's creation of Scared So What. ","thumbnail_url":"https://img.transistorcdn.com/ifCUh3xhLCfghaJaswDcrRSrjrUSXbXkbwJtqg3lpAw/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82NzQ5/OTE1YTQ3NGU2ZmUy/Njc0ZGUyODgzM2Q3/YTZjZS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}