Winning Negotiations: Influence Principles to Seal the Deal
If you’re like most people, you enjoy the feeling that comes with knowing you negotiated a good deal. But what does “a good deal” really mean? In sales, it’s all about value, which I like to define with a simple formula: V = WIG/P (Value equals What I Get divided by Price) Whether it’s […]
Influenced from Above: The Intersection of Faith and Influence
Lately, you might have noticed a pause in my weekly posts. Between a Florida vacation and business travel, my focus shifted to a passion project—my next book, Influenced from Above: The Intersection of Faith and Influence. I’m excited to share that I’ve made some serious headway! This new book dives into something you may not […]
You’re Just Like Jesus—A Life-Changing Reframe
A few weeks ago, I posted a story on LinkedIn about reframing. It was about helping an employee shift from nervousness to excitement, a small tweak with big ripple effects on her professional and personal life. That memory jogged another—the most significant reframe of my life. Reframes can change perspectives in profound ways, often giving […]
I’m Not a Salesperson, I’m a Claim Rep
I had the privilege of working with John Petrucci, CPCU, for several decades. I learned more about sales from John during the first year we worked together than I’d learned in my first 10 years in the insurance industry! Here’s the interesting thing; John started out in claims. When he was approached about a sales […]
Doing the Opposite Can Make You More Influential – part 2
Last week I mentioned the classic Seinfeld episode, The Opposite. George’s interaction with Jerry and Elaine highlighted a paradox when it comes to influence and persuasion: instinctive approaches often backfire. In that post I shared three common mistakes — along with counterintuitive, science-backed approaches to help you ethically and more effectively influence people. I promised […]
