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 […]
If You Always Vote For The Same People…
Next month more than half of Americans will go to the polls to vote on various issues including the President of the United States. The rhetoric has heated up to unprecedented levels so now is a good time to look at a contentious political issue – term limits – through the lens of influence. When […]
“Fear has never created a single job or fed a single family.”
Justin Trudeau, Prime Minister of Canada weighed in on our Presidential election when he recently addressed the United Nations. He told world leaders, “Fear has never created a single job or fed a single family.” His quote sounds good, very statesman-like, but unfortunately it’s completely incorrect. If you pause for just a moment and consider […]
