Reputation and the Recency Effect
Last November I wrote a post called “Say it ain’t so, Joe” as the Jerry Sandusky case of sexually abusing young boys at Penn State University came to the attention of the American public. That horrible tragedy has made front page news again in the wake of the Freeh Report which stated there was a […]
5 Pointers to Become Listening STARS
Over the last few years I’ve conducted quite a few workshops on different sales skills. The workshops are designed to get people to practice the various skills they learn in our online training environment. One of my workshops focuses on active listening skills. In this post I’ll share five pointers from that workshop to help you […]
Great Customer Service Isn’t Selling
I stopped by Bath and Body Works not too long ago to pick up an impromptu gift for Jane. She was in New York with Abigail for the weekend and I noticed her body wash was almost gone. I thought it would be a nice surprise for her when she came home late Sunday night […]
Influencers from Around the World – Moments of Power: How to Identify and Use Them
This month’s Influencers from Around the World post comes to us by way of Italy and Marco Germani. Marco has been guest writing for me almost since the start of this blog. In addition to helping me out several times a year he took time to write his own book on persuasion in Italian, I […]
The Power of Concessions
In February I spoke to several dozen business coaches from the Central Ohio Chapter of the International Coach Federation. During my hour with the group at The Ohio State University I shared ways they could use specific principles of influence to help their clients obtain better results. Below is a short video clip where I talked about […]
