Category Persuasion

Latitudes of Acceptance

I love this idea that I came across in an interview with Matthew Lieberman at Edge.org. He speaks of an old 1960’s idea called “Latitude of Acceptance”.  He defines it better than I, so I’ll pretty much take his text verbatim: Matthew Lieberman on Latitudes of Acceptance “I’ll tell you about my new favorite idea, […]

3 biggest objections to overcome when Selling

There are 3 objections that must be overcome to get somebody to buy: 1. why buy anything 2. why buy from me 3. why buy now Why buy anything? The first objection is showing that not taking action is not a viable option. The problem must be made explicit and brought to the full attention […]

Sales: What is your Painful Problem to Solve?

What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse of a world where that problem has gone away. What would it feel like to live in a world […]

What is a story?

At the very simplest, a story is: A character Who wants something Overcomes obstacles to get it An epic story is A character Who wants something massive And is willing to risk everything to get it The real depth of any story is not whether the character achieves the goal but who they become as […]

Hide the Art (especially Toastmasters)

Toastmasters is a wonderful organisation for anybody who wishes to improve their ability to speak with impact. However, there is something that has often challenged me with the “best” toastmaster speeches. They are very clearly the work of someone who has worked very, very, very hard on the words, gestures and voice that they use […]

Framing is Everything

Rory Sutherland tells some wonderful stories about the power of framing.  If you want to be persuasive, you must get good at framing the argument.  Good framing shifts the argument to a playing field where you can achieve your ends and the other can feel that they have gotten a good deal. Prices are not […]

No one buys a $57,000 watch to tell time

I came across this paragraph in a blog post by sales professional Grant Cardone. “No one buys a $57,000 watch to tell time. People buy things to solve problems. The cost of the item isn’t what matters. Once the buyer is able to see the problem the product solves, their decision becomes much easier to […]

6 Keys to Get Your Email Read [Video]

6 Keys to Get Email Read Here are 6 keys to engage the reader when you ask for some help via email: Indicate the social connection between sender and reader – where did you meet?  who put you in contact?  “We met at the Foundum Unplugged conference 2 weeks ago” Understand the readers perspective – what context (background information) […]

The #1 Most Important Tool in Negotiation

There is a power tool in negotiation.  I would say this is the single most useful tactic that I use in my years of selling (I sell private jets among other high value products). It is not competitive, it is not aggressive, it is not avoiding anything. It does not require massive intellectual development, years […]

The Ability to Sell Yourself

How do you respond when a person says “Tell me about yourself?” It might be called confidence, it might be called belief – do you let others see the best version of you, or do they see a dull, low-intensity, passionless version of yourself? Why do we find it difficult to sell ourselves? I spent […]

JamesRadcliffe.com

James Radcliffe, Musician. Music, Blog, Pictures, Live, News...

Natia's World

The travels of a Tbilisi explorer

From a complete newbie to a beginner

30 days to become a beginner programmer

mrinvestment

The greatest WordPress.com site in all the land!

oldboyconservative

conservative voice in the redwood kingdom a weekly blog

UP!::urban po'E.Tree(s)

by po'E.T. and the colors of pi

Indie Hero

Brian Marggraf, Author of Dream Brother: A Novel, Independent publishing advocate, New York City dweller

pmbag

Not only Project Management

hoja de horas

diario de un consultor de comunicación

Dream, Play, Write!

Today, make a commitment to your writing.

Follow

Get every new post delivered to your Inbox.

Join 7,889 other followers