Simple Doesn’t Mean Easy
Albert Einstein is reported to have said, “Make everything as simple as possible, but not simpler.” Einstein’s theory of relativity was obviously not a simple concept but he was able to simplify it so even people who were not scientists could understand it and some of its implications. The same could be said of persuasion. When […]
Humology is the Intersection of Humanity and Technology
I had the privilege of speaking at the Assurex Global North American P&C and Employee Benefits Sales Conference a few weeks ago. It was a top-notch event at a beautiful location that brought together more than 100 highly successful insurance agency owners and producers. My topic was the application of persuasion in sales. I love […]
Giving Isn’t About You, It’s About Them
When talking with a consulting client recently I encouraged them to look for ways to engage the principle of reciprocity with clients through giving. I told them when it comes to giving always remember; it’s not about you, it’s about the person you’re giving to. Let me explain. Quite a long time ago I used […]
Even Known Irrelevant Information Can Bias Decision Making
If you follow me on Facebook then you know over the weekend Jane and I had a little scare that landed her in the emergency room for about three hours Saturday afternoon. Our time there included a CAT scan of her brain. Jane had been working out Friday morning with a friend when she felt […]
Why Study Persuasion? A Common Language Leads to Efficiency
Last week I acknowledged that your time is precious. I also built a case for the fact that you use persuasion far more than you may have realized. With upwards of 40% or your workday spent persuading others you can’t afford to not get better at persuasion if you want to enjoy more professional success. […]
