Reciprocity Was Meant for People, Not Marketing Automation
Full confession: I don’t feel bad when I don’t open your email. I don’t feel bad when I don’t return your phone call. And I don’t feel bad when I don’t reply to your text. That might sound strange coming from someone who teaches ethical influence. After all, isn’t it polite to respond when someone […]
The Influence of a Father
Father’s Day was Sunday, a time when many families celebrated the men who helped raise them. For some people, however, Father’s Day is complicated. Over the years, I’ve learned that even referring to God as “Father” can be difficult for some people because their experience with their earthly father was painful. Some never knew their […]
What Is This Moment Reminding You Of?
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 […]
Would You Stop at the Store? A Sales Lesson in Consistency
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 […]
Contrast: The Hidden Psychology Behind Jesus’ Parables
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? […]
