Don’t worry; this post isn’t about algebra or calculus. This week we’re going to look into the value proposition and how salespeople can use the principles of influence to make sure their product or service offering shines. First, let me say my introduction to the value proposition came nearly 20 years ago when John Petrucci joined State Auto. I learned […]
I work with lots of people in different roles when it comes to teaching ethical influence. Over the years, I’ve worked with senior leaders, middle managers, supervisors, claim reps, underwriters, field sales reps, insurance agents, business owners, financial reps, and many others. I’m always amazed at how often people try to persuade without a clear […]
I’ve been on the road a lot lately. In a recent stretch I was gone Monday through Thursday or Friday four weeks in row. When I returned from a recent trip, my wife, Jane, had gone to Myrtle Beach to spend time with her family. I was left with a daunting task: two-dozen shirts to iron! […]
You’ve probably heard the old expression, “Practice makes perfect.” The message is intended to convey that you won’t improve at something without practice. However, the reality is this – not any old practice will do. For example, who will ultimately perform better in each of the following scenarios? The golfer who hits a large bucket […]
I grew up playing football. From the time I was eight years old until I was 18, every year was all about football. Unfortunately, I wasn’t naturally big, strong, or fast. As a junior in high school, I played outside linebacker at a strapping five foot nine inches tall and a weight of 155 lbs.—soaking […]
Have you heard of the “halo effect?” For those with teens, I’m not talking about the Xbox game your kids might be playing where they seek to destroy aliens. The halo effect can be more insidious than the game when it leads us to harmful decisions. Let me describe the halo effect for you: You […]
Hoh Kim has been a guest blogger for Influence PEOPLE since I began the Influencers from Around the World series more than five years ago. I met Hoh when we went through the Cialdini certification training together. At the time Hoh had his MA but it’s with great pleasure I can now say Hoh now […]
There’s a Seinfeld episode in which Kramer orders some Cubans. Jerry thinks he’s ordering cigars but Kramer actually brought three Cuban men over so they could roll cigars for him. He didn’t get cigars because they were illegal. When America cut ties with Cuba after Fidel Castro took over, it became illegal to do business […]
I’m a big Seinfeld fan. No matter how many times I’ve seen an episode I always laugh. I’ve watched reruns so many times over the past 25 years I feel like Jerry, George, Elaine and Kramer are personal friends. What I appreciate most is how the show portrays everyday situations in such a humorous light. […]
The human mind is a fascinating creation. With it we move, breathe, consciously decide what to do and subconsciously do things with little knowledge of why or how we do them. With the help of our five senses, our brains help us make sense of the world around us. Despite its wonder our brains can […]
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