Be Thankful and Give Thanks
This week people across the United States will celebrate Thanksgiving. The holiday has its origins going back to the 1600s with the Pilgrims but it wasn’t until Abraham Lincoln formally acknowledged the last Thursday in November as the day of celebration that we collectively recognized the day as a nation. In 1939 Franklin D. Roosevelt […]
Congratulations America, You Just …
Congratulations America, you just elected the most disliked, distrusted person to ever enter the oval office. I knew I was going to write this headline leading up to the election but I honestly thought I’d be writing it about Hillary Clinton, not Donald Trump. I, along with just about everyone else, was wrong when it […]
WIIFM – Is It Always The Motivation?
Salespeople like to say everyone’s favorite radio station is WIIFM. In case you don’t know it, WIIFM is an acronym that stands for “What’s In It For Me?” The assumption salespeople make, and most other people for that matter, is humans are always motivated to act in their best self-interest. State Auto’s former Chief Sales […]
If You Were My Son
Have you read Robert Cialdini’s new book Pre-suasion? If not, make sure you get your copy today because in addition to learning how to set the stage for persuasion, a strategy he refers to as “pre-suasion,” you’ll learn about a new 7th principle of influence. That’s right, a new principle is introduced in Pre-suasion. For […]
Last Impressions are Lasting Impressions
About 10 years ago Abigail and I were out shopping. I had a cast on my left hand because I’d broken a bone sparring at taekwondo. When we stopped at Best Buy, the young man at the register asked me what happened to my hand. We had an engaging conversation about my injury and his […]
