In my LinkedIn newsletter last Friday, I wrote about the Silent Nudges We Rarely Notice but Often Feel. The post focused on how our subconscious mind influences many of our decisions, even when we’re unaware of it. Not long after writing it, a perfect example came to mind. I was working out in my basement […]
Salespeople often ask me, “What’s the most powerful principle of influence when it comes to sales?” While every sales situation is different, I believe the principle of consistency is often the most powerful influence principle in the sales process. Why? Because the best salespeople talk less. That may sound strange, especially if your experience with sales involves […]
Most people familiar with Dr. Robert Cialdini’s work know the seven principles of influence. But there’s another psychological concept that deserves attention because it’s always at work in our thinking. It’s called contrast. Simply put, people understand things by comparing them to something else. When someone says a person is tall, what do they mean? […]
AI is a great tool, but like any tool, we can get lazy using it. A calculator is helpful, but kids still need to learn basic math. If they don’t, when the calculator spits out a wrong answer, they may not recognize it. AI is similar. If we don’t understand how to use it well, […]
People often ask me whether Influence: The Psychology of Persuasion and Dr. Robert Cialdini’s principles of influence are still as effective today as they were more than 40 years ago when his book hit bookstores. My answer is always the same: Absolutely! Technology has changed dramatically. We’ve moved from letters to email, from phone calls to texts, and […]
After traveling quite a bit recently and taking countless Uber rides, I’ve started wondering: Is social proof becoming less reliable? If you use Uber regularly, you’ve probably noticed something interesting. It’s hard to find a driver rated below 4.9 stars. Most drivers I see fall somewhere between 4.95 and 4.98. Think about what that means. […]
Last Saturday we said goodbye to my father-in-law, Charles “Chuck” Baily. For 38 years, he and I shared a relationship filled with plenty of back-and-forth good natured teasing. For example: After finishing a biography on Abraham Lincoln that I suggested, I asked him if he voted for Lincoln or Douglass. He once asked about the […]
Just over a week ago, I was in Las Vegas speaking at a conference. It was my first time staying at the Venetian, and the experience—on paper—was incredible. I was in a beautiful suite with a 16th-floor view overlooking five pools. The kind of setting most people would love. And yet, my first thought when […]
If you read this post, it’s guaranteed you’ll get everything you want every time, all the time. Of course, that’s not true. But if you spend any time online, you’ll quickly discover there are plenty of people willing to imply exactly that. Read their book. Listen to their podcast. Follow their formula. Use their script. […]
I almost skipped a recent episode of the John Mark Comer Podcast because John Mark wasn’t speaking. That would have been a mistake! Alex Rettman, the guest speaker, was talking about praise. He began with the word behold—to truly take something in, to capture its beauty. When we behold something, appreciation naturally follows. And appreciation, […]
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