Sorry, gave wrong url in the email… here is the correct link for the 9 Steps to Becoming a Public Speaking Expert Are you being lied to? Are you being lied to? Yes. Often. We Enjoy Lies. When we believe a lie, it is because we want to believe the lie. “Everyone is hungry for … Read more
Networking via email 101 Once in a while I get an email from someone asking to meet me. The email subject is strong enough for me to open the email. The sender uses the 6 ways to get action from your emails. However, I get the feeling that this meeting is going to be a … Read more
Good business has been done the same way for centuries. The medium does not change the rules for success. Question 1: Who exactly do you help? Who do you help? What problem do you solve for them? How can you make that pain tangible for the listener? Effective sales is about helping a customer understand … Read more
Emotional Manipulators: Wolves in Sheep’s Clothing Beware of Wolves in Sheep’s Clothing The Psychological literature identifies Personalities that are Manipulative, the “Wolves in Sheeps Clothing”. These are people that use deceit in their dealings with those around them. The Manipulator may be conscious of their manipulation, or unconscious and blind to their willful use of … Read more
Early in my seminars I tell participants that Persuasion is not Manipulation. Manipulation is getting others to do something that is of benefit to me. Persuasion is getting others to do something that is of benefit to them and of benefit to me. Where is the line between Manipulation and Persuasion? Beware of Wolves … Read more
“Cheaper” is never a deep human life goal. I don’t often hear people say “I wish my life was cheaper”. We never buy because something is cheaper. We buy because of the story we can tell ourself and others when we buy cheaper… I am a smart person because I get good deals. But, Apple … Read more
Don’t rush to the solution. You need to go through a good diagnosis process before the listener is ready to hear the solution. If you rush to solution, the listener is not ready to trust you. Do you take time in your meetings to really ensure that everyone shares the view of what the problem … Read more
Here are 7 critical elements of an effective entrepreneur “Pitch” that works (video here on the blog): The 7 elements of a good entrepreneurial elevator pitch A good entrepreneurial elevator pitch will contain these 7 elements: description of the problem you solve the individuals or groups that will benefit the specific product or service you … Read more
“I learned long ago, never to wrestle with a pig. You get dirty, and besides, the pig likes it.” George Bernard Shaw Beware of Pigs One tool of “pigs” in manipulative persuasion is the rhetorical fallacy. A fallacy is a deliberate mis-use of logical argument. You’ll find them regularly in political, social and family “discussions”. Don’t … Read more
John Whitehead, co-head of Goldman Sachs in the 1970s, wrote the following 10 commandments that guided their business development efforts: Don’t waste your time going after business you don’t really want. The boss usually decides— not the assistant treasurer. Do you know the boss? It is just as easy to get a first-rate piece of … Read more