Rethinking Reciprocity in Prospecting
When it comes to effective sales, I teach clients how to apply the principles of persuasion throughout the sales cycle. I take this approach because hearing “yes” at each step is crucial; without it, you won’t move forward. This is especially true in prospecting because without a “yes” here, you won’t secure that coveted first […]
A Tale of Two Talks: A Lesson in Biases
If you’ve been paying attention to social media or the news recently, you might have noticed two commencement speeches that stirred quite a bit of controversy. First, Harrison Butker spoke to graduates at Benedictine College, a Catholic institution. Butker’s speech touched on topics like motherhood, fatherhood, and societal issues, subjects that would have been mainstream […]
His Story, My Story, Our Story
“Witness the compelling journey of a Marine Vietnam veteran, Brian Ahearn Sr., grappling with PTSD, and its profound impact on his family. His Story, My Story, Our Story unveils the raw experiences of combat and its aftermath through the parallel perspectives of Brian Sr. and his son, Brian Jr., illuminating the resilience of Marine families while […]
You Never Step In The Same Stream Twice
“You never step in the same stream twice.” I first heard this saying from my long-time friend and former coworker, Loring “Pud” Mellein, an avid fisherman. At first, it didn’t make much sense to me. Pud explained that although a stream may look the same on the surface, the water is constantly moving, making the […]
The Highlight Of My Career
I have to say, it was the highlight of my career. The Backstory My relationship with Dr. Robert Cialdini goes back more than 20 years. I was introduced to his work when a coworker, Nancy Edwards, gave a video to me and my boss, John Petrucci. It was Cialdini presenting at Stanford’s Breakfast Briefings. I […]
