Home / The Neuroscience of Sales Influence with Chuck Karvelas 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. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Hayley Parr Head of Marketing, Integrity Solutions In this Mental Selling episode, you’ll learn: Human-Centered Selling: Build trust by seeing the world through your customer’s lens. Empathy and respect are the foundation of performance. Behavior Change by Design: Drive lasting transformation by combining neuroscience, habit formation, and emotional intelligence. Situational Agility: Learn to quickly assess personalities and adapt your style to create psychological safety and stronger engagement. Slow Down to Speed Up: Resist the urge to lead with product. Curiosity, presence, and thoughtful questioning unlock deeper relationships and faster results. 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 Additional Resources From This Episode: Chuck Karvelas’ LinkedIn: https://www.linkedin.com/in/chuck-karvelas/ Learn more about Integrity Solutions: www.integritysolutions.com/ Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, iHeartRadio, Amazon, GoodPods or wherever you get your podcasts. Please rate our show or leave a review— we value YOUR feedback! Salesforce, Cognism, FeedSpot and others have all named us as one of the best sales podcasts for your playlist. And Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide. Share This Post: Related Episodes The Pit Crew Strategy Behind Clinical Sales Influence with Michelle Dillon and Amanda Ervin Guests: Michelle Dillon and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 136 July 23, 2026 27:58 When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin Guests: Michelle Dillon and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 135 July 9, 2026 21:15 Human-Centric Selling and Risk-Aware Growth with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 134 June 4, 2026 29:45 When Compliance Meets Culture in Banking with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 133 May 15, 2026 23:47