Ep 111 The Neuroscience of Sales Influence with Chuck Karvelas

Emotional intelligence shapes how top performers lead and sell.

Chuck Karvelas, longtime L&D professional in the therapeutics industry, breaks down how neuroscience, empathy, and behavior change drive better outcomes in the life sciences space. With a background in theater and a passion for human connection, Chuck shares how slowing down and listening can shift entire sales conversations.

Listeners will take away practical ways to build trust faster, lead with curiosity, and reframe resistance by understanding what’s beneath the surface. Chuck also shares lessons from product launches, team development, and even parenting, all through the lens of mindset and emotional awareness.

In this episode, you’ll learn:

• Client Longevity: Creating outcomes that inspire decades-long partnerships.
• Sales Culture: Fusing skillset and mindset for stronger performance.
• Personality Dynamics: Adapting style to meet clients where they are.
• Purposeful Process: Equipping teams to thrive through uncertainty.

Resources:

• Chuck Karvelas’ LinkedIn: https://www.linkedin.com/in/chuck-karvelas/ 
• Learn more about Integrity Solutions: www.integritysolutions.com/ 

Jump into the conversation:
(00:00) Meet Chuck Karvelas

(02:14) Chuck’s path from acting to pharma

(04:12) Listening as a leadership advantage

(07:14) Empathy drives collaboration in science

(10:16) Slow down to create change

(14:04) How habits form and stick

(20:41) Reframing objections with neuroscience

(26:39) Parenting, autism, and awareness