Clik here to view.
4 Simple Questions To Amplify The “Why” Behind Your Goals
The other day I wrote 3 Simple Questions To Create An Incredible Year. This is a 2nd set of questions to help you meet your goals for next year. Or any goal. With 2013 sneaking up on you fast, it’s...
View ArticleClik here to view.
Your Reality Tunnel: Why You’re Wrong
Reality is subjective. What is true and real to you, isn’t always true or real to others. This is why there are thousands of religions. It’s why political sides can’t agree. It’s why your wife won’t...
View ArticleClik here to view.
Robert Cialdini’s Influence: Animated Video
I’ve never written on Robert Cialdini’s 6 weapons of influence because they’ve been written about so often. They’re like graffiti decorating the internet’s persuasion walls. I’m not really writing on...
View ArticleClik here to view.
One Special Word And It’s Effect On Your Thoughts, Behaviors, And Beliefs
“Because”… I love the word. It’s as though “because” has magical powers. Have you read the book Influence: The Psychology of Persuasion by Robert Cialdini? (Or, have you seen this animated video?) If...
View ArticleClik here to view.
Why Your Language Isn’t Persuasive
Words. They’re magic. No really. It’s magical how I can write a few words here and you translate them into some meaning. When I write a different set of words, a different meaning pops into your head....
View ArticleClik here to view.
Do You Understand Your Customer’s Values?
I vividly remember the first time I spoke with him. In the year prior I had bought a couple courses and read dozens of books on NLP and Ericksonian hypnosis. I was in sales, doing okay, and heard how...
View ArticleClik here to view.
Your Real Business Is Selling
If I ask you what you do for a living, how would you answer? Are you a dentist? Marketer? Financial advisor? Lawyer? Plumber? Consultant? Hotel manager? Business owner? (fill in the blank)? What...
View ArticleClik here to view.
Mirroring, Rapport, and Wile E. Coyote
The other night I was listening to my kids discuss the intelligence of Wile E. Coyote. Hopefully you remember the cartoons where the coyote tried to catch The Road Runner but always ended up getting...
View ArticleClik here to view.
Beyond How To Win Friends And Influence People
I’ve heard people say, “all I needed to learn about influence I learned from How to Win Friends and Influence People.” I say, “Bullshit!” Don’t get me wrong, How to Win Friends and Influence People is...
View ArticleClik here to view.
3 Marketing Numbers You Need To Know
Marketing and selling come down to two fundamentals: psychology and math. The psychology piece is the sexy stuff. We love learning how our minds work and how it’s easily tricked. And, of course, how to...
View ArticleClik here to view.
Two Minutes Hate
“The next moment a hideous, grinding screech, as of some monstrous machine running without oil, burst from the big telescreen at the end of the room. It was a noise that set one’s teeth on edge and...
View ArticleClik here to view.
How To Improve Sales Skills: Visualization
Want the easiest way to improve your sales skills? The problem, and solution, is all in your head. Sports psychology has been using visualization for years. It gained popularity in the 1980s. And it’s...
View ArticleClik here to view.
Rapport Building Questions
I was recently asked about rapport building questions. I don’t think about specific questions I ask to build rapport. I allow the context of the conversation lead my questions. A business context will...
View ArticleBack To The Basics
Recently I noticed many of the salespeople I’ve been training have been skipping the basics. Instead of taking time to build the frame of the influence puzzle, They start quickly throwing pieces out...
View ArticleGive Them Their Money’s Worth
I asked the man, “How much to repair it?” We ripped out the bar area in our home and needed to have the area carpeted. I had the carpet. He needed to install it and match it up with with the rest of...
View ArticleWhat You’re Missing In Conversations – It’s More Than You Think
The post What You’re Missing In Conversations – It’s More Than You Think appeared first on Persuasion Theory.Nancy and Sam were a couple of my salespeople. I needed someone to run a lead and I sent...
View ArticleOperant Conditioning, or You Get What You Reinforce
The post Operant Conditioning, or You Get What You Reinforce appeared first on Persuasion Theory.We were at a big chain faux Italian restaurant for dinner. The kids love the chicken fingers, and...
View ArticleSuperstitions, Bad Luck, And Making Meaning Out Of Nothing Important
The post Superstitions, Bad Luck, And Making Meaning Out Of Nothing Important appeared first on Persuasion Theory.I don’t enjoy gambling. It’s is a prickly situation. Gambling brings out some extreme...
View ArticleRapport Building Questions
The post Rapport Building Questions appeared first on Persuasion Theory.I was recently asked about rapport building questions. I don’t think about specific questions I ask to build rapport. I allow the...
View ArticleBack To The Basics
The post Back To The Basics appeared first on Persuasion Theory.Recently I noticed many of the salespeople I’ve been training have been skipping the basics. Instead of taking time to build the frame of...
View Article
