Would You Stop at the Store on Your Way Home?
What’s the most powerful principle of influence when it comes to sales? That’s a typical question I get from salespeople who attend my sales training or keynote presentations. While the situation usually dictates which principle to use, I believe the principle of consistency is perhaps the most powerful principle of influence when it comes to […]
Ask, Don’t Tell
A huge frustration for many parents happens when their kids don’t do what they’re told. That could be chores, studying, getting up at a certain time, and the list goes on and on and on. Quite often I’ll overhear a parent saying something like this, “I told you to…” And therein lies the problem. Psychologically, […]
I Am The Greatest!
Over the weekend one of the most famous people on the planet left us. Muhammad Ali slipped away at age 74 due to a respiratory ailment. When you talk about people who changed the world, Ali is certainly one of them. His accolades include winning a gold medal at the 1960 Rome Olympics, becoming the […]
Perception is Reality; Not really
You’ve heard it said, “Perception is reality.” What that means is how someone experiences something has a huge impact on their thoughts, emotions and behavior but, make no mistake about it, perception is not always reality. Take two people who experience the very same thing but react completely differently. Suppose they are turned down for […]
My Name is Brian and You Are?
In his classic book How to Win Friends and Influence People, Dale Carnegie wrote, “Remember that a person’s name is to that person the sweetest and most important sound in any language.” There is no word that catches our attention more than our name. That’s why you can be in a noisy, crowded area, straining to listen […]
