When talking with a consulting client recently I encouraged them to look for ways to engage the principle of reciprocity with clients through giving. I told them when it comes to giving always remember; it’s not about you, it’s about the person you’re giving to. Let me explain. Quite a long time ago I used […]
If you follow me on Facebook then you know over the weekend Jane and I had a little scare that landed her in the emergency room for about three hours Saturday afternoon. Our time there included a CAT scan of her brain. Jane had been working out Friday morning with a friend when she felt […]
Last week I acknowledged that your time is precious. I also built a case for the fact that you use persuasion far more than you may have realized. With upwards of 40% or your workday spent persuading others you can’t afford to not get better at persuasion if you want to enjoy more professional success. […]
There never seems to be enough time in the day to do all that you want to or all that you need to. So why should you spend your precious time learning about persuasion? Because you cant afford not to! Let’s start with exactly what I mean when I talk about persuasion. Persuasion is not […]
One of the nicest compliments I’ve received came after a presentation I gave a few years ago at a large insurance event. An attendee said afterwards, “I think Brian came across as a guy who, quote unquote, was not interested in selling you and invariably he sold us.” That compliment came to mind recently as […]
Have you ever left the office and felt exhausted? Sure you have and your fatigue probably has little to do with the physical nature of your work. How can we feel so tired with so little physical effort? You can thank that thing between your ears called a brain. Your brain is only about 2% […]
Sometimes we see but we don’t see and sometimes we hear but we don’t hear. What I mean is this; whatever stimuli we take in doesn’t always register in our conscious thought. Despite that, subconsciously many things we’re not aware of impact our decisions and actions. As you might expect, my wife Jane is pretty […]
As I write this I’m sitting in the Hartsfield-Jackson Atlanta International Airport, one of the busiest hubs in the world. While I was waiting for my second flight of the day a young man sitting across from me innocently asked, “Would you mind watching my things while I use the restroom?” Being the nice fellow […]
If you saw Tom Hanks in Apollo 13 then no doubt you remember the phrase, “Houston, we have a problem.” Tom Hanks uttered those words when he realized there was a major problem that could cost the astronauts their lives. Whenever that phrase is used you should take note because something serious is happening. This […]
Sorry, no tips, tricks or techniques here but let’s talk about what it takes to become a master persuader. Saying there are tips, tricks and techniques to influence people degrades people, devalues the influence process and shortchanges real learning. When people refer to “tips” to influence people that devalues the influence process. You get tips […]
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