“The Only Thing We Have to Fear Is Fear Itself.”
Franklin D. Roosevelt, the 32nd President of the United States, uttered those words in 1932, during his first inaugural address. The American people were scared because of the stock market crash and subsequent depression. When FDR spoke, it didn’t look like things were going to get better any time soon. It strikes me that we’re […]
The Data Tells The Story…Not!
I was listening to a podcast recently and the guest said, “The data tells the story.” I would contend it’s not the data that tells the story but rather, how the data is presented. Let me share several examples. Unhealthy Big Macs In Made to Stick, authors Chip and Dan Heath shared a story about […]
From Womb to Tomb Each of Us is a Persuader
From womb to tomb, each of us uses the skill of persuasion throughout our lifetime. As soon as babies come into the world they cry because they want to be held, fed, burped or changed. They don’t understand they’re engaging the skill we call persuasion, but they know they have a need and they want […]
Is the System Broken?
“May you live in interesting times,” is said to be an ancient Chinese curse. While there’s no documented proof of the Chinese origin, one could say we are cursed to live in such a time in American politics. With the acquittal of President Trump by the Senate last week, people who wanted to see him […]
Don’t Memorize, Internalize. Embrace, Anticipate, Practice!
At a recent sales training event I encouraged attendees; don’t memorize, internalize. These were salespeople and we were talking about how to deal with objections whenever they arise. The key with objections is to embrace them. After all, if you’re in sales then objections are part of the game just like running is part of […]
