Persuasive Selling – Free Access!

/0 Comments/by

This weekend was bad! Saturday morning, I threw my back out and it was so painful I passed out. When I came to, Jane was on the phone with 911 because she thought I was having a stroke or heart attack. Ugh!

I made it to the chiropractor Monday morning so I’m slowly on the mend. However, with the last few days having been restricted in many ways, I’m out of my normal routine. One thing that fell by the wayside was writing a blog post.

The good news is, my pain is your gain. 😊 I say that because, rather than writing a blog post I’m going to keep this short and give you fee access to my LinkedIn Learning course, Persuasive Selling.

The course looks at using the principles of influence throughout the sales cycle. Starting with protecting all the way through getting referrals, the course shows you which principles of influence are most effective at each selling step.

You can use this link for one time free access. Please note, once you start the hour-long course, you have 24 hours to finish it.

I hope you enjoy the course and get a few new ideas to boost your sales.

Sincerely,

Brian

 

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 725,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Olympic Glory, Outrage, and Love

/0 Comments/by

Growing up, I loved watching the Summer Olympics. I watched documentaries on past games and read everything I could get my hands on. For a time, I dreamed of being an Olympian.

I was so obsessed with the Olympics that, while at a sales conference during a team competition, there was a bonus question: name as many of the Summer Olympic venues as you can going back to 1968. I told my team I could go back to 1932. As you might guess, we answered the question correctly, and the bonus points put us over the top to win the big prize.

Politics, Social Issues, and the Olympics

The Olympic Games used to be decidedly not political. It was a time when countries set aside differences, with the exception of the years during World War II, and athletes from all over the world came together. It was one of the rare times when we could see that we’re all the same, humans occupying a tiny planet in our vast galaxy.

Things began to change in 1968, a time of social and political upheaval in the United States. During the Mexico City games held that same year, two American track athletes protested on the medal stand, displaying the Black Power sign.

That was followed by the murder of 11 Israeli athletes at the hands of Palestinian terrorists at the 1972 games in Munich.

Then came 1980. America boycotted the Olympics that were to be held in Moscow because of the USSR’s invasion of Afghanistan. It was a tragedy for the American athletes who worked so hard to fulfill their Olympic dreams.

In 1984, the USSR returned the favor (reciprocity) and skipped the Summer Olympics, which were held in Los Angeles.

Fortunately, since the 1980s, the Olympics have steered clear of politics and social issues, focusing primarily on athletic competition.

The 2024 Olympics

However, that changed once again with the recent opening of the Summer Olympics in Paris over the weekend.

Controversy surrounded a scene that was interpreted by many Christians around the world as mocking the Last Supper. If you line up Leonardo da Vinci’s portrait of the Last Supper underneath the scene that was portrayed on television, you will clearly see a close comparison and could understand the angst it caused believers.

However, the organizers of the event said it was a depiction of an ancient Greek Bacchanal, a promiscuous, extravagant party. The Olympics started in Greece, and such a party probably would’ve been common around the time of the first Olympics.

What’s this have to do with influence?

There’s certainly something to be said regarding influence on both sides. From the side of the organizers, perhaps they didn’t anticipate what the potential response might be. If so, perhaps it was just an unintended error.

If they thought about how 2.6 billion Christians across the planet might have interpreted the scene, maybe they would’ve decided to go with something else out of consideration. Or maybe they would have still chosen the same theme because of its ties to ancient Greece. Either way, a case could be made that the decision was tone-deaf.

Tone-deaf is a phrase we hear often nowadays. It occurs when people say or do things without understanding how others might interpret them. Nonetheless, when something is considered offensive to a group, the offended people take to social media to let the offender know about the seriousness of their actions. For many Christians, the committee’s decision was tone-deaf, and they’re voicing their outrage regarding what they saw.

An Appropriate or Inappropriate Response?

As a Christian, because the scene so closely approximates the Last Supper, it bothered me. However, I didn’t take to social media to harshly criticize the organizers or the people who took part in the scene.

Jesus didn’t tell his followers they’d be known by their harsh criticism of the society in which they lived. Rather, He told his followers they’d be known by their love.

There’s a wonderful scene in the series, The Chosen, that mirrors this. In that scene, Jesus and his disciples are in a region known as Samaria. To give context, during that time period, the Jews hated the Samaritans, and the Samaritans hated the Jews.

One morning, Jesus is out with James and John when they say hello to travelers who are passing by. When the Samaritans recognized that Jesus, James, and John are Jews, they spit on them. Indignant, James and John tell Jesus that He should call down lightning from heaven and destroy those people. Does Jesus do it? No! Instead, He has a harsh rebuke for James and John because He said He came to Samaria to preach to the people so they too would know the good news of the kingdom of God.

Think about that for a moment and then consider the responses of so many people online who think they are defending the faith. They aren’t; they’re hurting it.

Who Ate With Jesus?

In particular, the harsh criticism of the people in the Olympic scene was sad and mean-spirited. It’s as though the people leveling the criticism have forgotten who actually ate with Jesus at the Last Supper.

Peter was about to deny Jesus only hours later, and Jesus knew it. Mary Magdalene was a prostitute. Matthew was a tax collector, a betrayer of his people when he was working with the Romans. Simon the Zealot was analogous to an Antifa member. Thomas was a doubter, and Judas betrayed Jesus. As for the rest of the disciples, they would all abandon Jesus in his hour of need.

But here’s the thing: with the exception of Judas, who couldn’t live with himself because of what he’d done, the rest of those people changed. Peter turned back to Jesus and became the rock of the church as Jesus had predicted. Mary Magdalene didn’t go back to a life of prostitution. Simon gave up his radical hatred and preached the gospel. Thomas was no longer a doubter. Matthew ceased working with the Roman government to collect taxes. In the end, all were martyred for their faith. In other words, every one of those people changed because of their association with and love for Christ.

Neither God nor Jesus needs to be defended. The only defense Christians are called to is to give reasons for their faith. Beyond that, we’re called to love (unity) as Christ loved. Every human that Jesus interacted with was a sinner. Despite their connection to Christ, even the disciples continued to sin, but certainly much less and not in the ways they had before. We don’t become perfect because of our faith in Christ, but when we’re following Him, and our hearts are open to His teaching, we will continue to be transformed into His image.

Conclusion

To those who are not of the faith, I would simply point out that it would be prudent to consider how people who aren’t like you might interpret what you say or do. Trying to avoid being tone-deaf is what many marginalized people are hoping for from others, so it would be wise to extend the same consideration (reciprocity).

To those who are of the faith, Jesus said it’s okay to be angry, but do not sin in your anger. Much of the time, we’re responding because we’re more offended personally than we are brokenhearted on behalf of Christ. I think that’s why we’re warned that the righteousness of man does not achieve the aims of God.

If Jesus loved the disciples, a group of people who were seriously flawed, then it’s certain that He would love every one of the people who was sitting at that table during the Olympics. That means we’re also called to love them, even if they reject that love because Jesus was ultimately rejected too.

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 725,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Am I A Bad Person? Are You?

/0 Comments/by

“Am I a bad person?” That’s the provocative question Nike poses in its latest commercial, “Winning Isn’t For Everyone.” The ad features rousing music, William DeFoe’s deep, ominous voice, and clips of some of the most well-known athletes in the world. Nothing inherently wrong with that, right?

Well, the problem lies in the characteristics of some champions that Nike attempts to glorify. The commercial promotes a lack of empathy, respect, selfishness, mania, obsession, delusion, and having zero remorse.

I hope you’d agree, none of these are qualities we’d want to see in ourselves, our loved ones, friends, or coworkers.

Somehow, we seem to give athletes a pass for embodying these traits in their pursuit of excellence in sports. But are we fooling ourselves into thinking that to become champions, we must adopt such negative characteristics? People often dismiss these behaviors by saying, “It’s just sports,” or “It’s just a game.” However, sports today is big business.

Can you imagine any other industry celebrating leaders for having zero remorse, lacking respect, and empathy, or being maniacal and obsessed? It’s ludicrous. No one would want to work with, or for, someone with those characteristics climbing the corporate ladder.

Would you want a doctor who displayed these characteristics in their quest to be known as the best? Would you want a teacher, financial planner, or boss who lacked empathy and respect? The answer is obvious.

Yet, we seem to accept athletes who embody these traits. Many of our politicians display similar characteristics, and we can see the negative impact on society. Let’s not fool ourselves; kids and young adults are watching these ads. This reminds me of the old television commercial where Charles Barkley said he wasn’t a role model. Regardless of his claim, Barkley was a role model because people observed and emulated him.

How does this tie into influence? Social psychologist Vanessa Bohns, a Cornell professor and author, explores this in her book, You Have More Influence Than You Think. It’s true that most of us have more influence on the world because of what we say and do than we realize. This is especially true for athletes who are constantly in the public eye.

Aspiring athletes look up to these sports heroes. How many kids will watch the Nike ad and gravitate toward these qualities because they want to be like their idols? We see it even at the youngest levels, where young athletes now display attitudes and actions that were considered unsportsmanlike when I was growing up.

Some people might argue that these are just words in a commercial and don’t cause harm. However, we know that words have power. “Sticks and stones will break your bones, but names will never harm me” is a saying that doesn’t hold water anymore. Today, many believe that words can indeed cause harm and silence can be equally damaging when we don’t speak up against what’s wrong.

What Nike is promoting is wrong and will do more harm than good in the long run. Jesus said, “What does it profit a man to gain the whole world and forfeit his soul?” In today’s terms, we might ask, “What does it profit an individual to win a championship or gold medal and lose themselves in the process?”

Many athletes have reached the pinnacle of success only to ask themselves, “Is this all there is?” There’s much more value in being a good person—someone loved and respected, who loves and respects others—than in being a champion for a brief moment.

Let’s strive to embody and promote qualities that truly make us better people, not just better athletes. Let’s influence society positively, showing that real success includes empathy, respect, and integrity.

I invite you to share your thoughts. Do you believe that promoting such negative characteristics in sports can have a broader impact on society? How can we, as influencers in our fields, ensure that we set the right example for the next generation? Your comments and insights are welcome!

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 725,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

What If We’re Focusing on the Wrong Problems?

/0 Comments/by

Change is never easy but it can be unnecessarily harder if you’re not focused on the right problem. Wrong focus leads to wrong solutions, or at least, less than optimal solutions. Let’s take a look at three examples that impact nearly everyone.

Losing Weight

After graduating from college I competed for several years in bodybuilding. I quickly found out, getting lean for a contest was 80% diet and 20% exercise. 

While weightlifting was certainly important when it came to getting bigger and stronger, it wasn’t much help when it came to getting “ripped.” In the same way, other exercise, even aerobic, won’t help shed unwanted weight as much as a focused diet.

Here’s a simple illustration to drive that point home. Running two miles burns approximately 250 calories for most people. A Snickers candy bar has 250 calories. Which is easier: running two miles or simply saying no to the Snickers?

If you want to lose weight and get healthy, you can’t exercise your way out of a bad diet.

Saving for Retirement

Most Americans are woefully unprepared for retirement. There are many reasons for that but consider this: $1 saved is $1 earned. However, $1 earned through extra work turns out to be only 65 to 75 cents saved after taxes for many people. 

Which is easier: Working many more hours, getting a big raise, or cutting back on non-essentials in your budget?

Trimming the fat so to speak can be a much more effective way, at least in the short term, to saving for your golden years.

Reducing the National Debt

When it comes to paying down the United States national debt, the government can tax us more, start making spending cuts, or use some combination of cuts and taxes.

When it comes to taxes, we hear Washington politicians repeatedly saying the rich, “pay their fair share.” It may be true that they can afford to pay more but will that solve the problem?

Did you know, as of July 2024, there were 813 billionaires in the United States? The total accumulated wealth of that group was $5.5 trillion. That’s a big number…unless you compare it to the United States national debt. As of July 2024, the United States national debt was a staggering $35.9 trillion!

Even confiscating all the wealth of billionaires would still leave us with $30.4 trillion in debt. Let me put that number in perspective for you. If we confiscated the wealth of all the billionaires then started paying the remaining debt down one billion dollars a day, it would take more than 80 years to pay it off! It’s not like anyone reading this would be around for that celebration. 

Conclusion

We cannot tax our way out of debt because we have a spending problem. Just like the person who wants to lose weight needs a better diet or the individual saving for retirement has to look at making some budget cuts, as a nation we have to reign in spending money we don’t have otherwise future generations will be saddled with our poor choices.

Edited with ChatGPT

PS Exciting News! His Story, My Story, Our Story, cracked the top 100 in Biographies on Marines on Amazon. Order your copy here.

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 725,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Unity Trumps Other Principles of Influence

/0 Comments/by

“I was encouraged by my friend to do something that is normally a bit of a drudge. Done together, it was fun and easy,” my good friend and book coach, Barbara Grassey, shared in a recent email.

Think about it. Jesus said, “My yoke is easy and my burden is light.” He invites the weary to come alongside Him for rest. 

Simon Sinek wrote Together is Better. 

Ecclesiastes 4:12 tells us, “A cord of three strands is not easily broken.”

What’s the common thread here? Unity.

Dr. Robert Cialdini first introduced Unity as a principle of influence in his 2016 book, Pre-suasion: A Revolutionary Way to Influence and Persuade. He admitted this principle had always been present but was hidden beneath the surface.

Humans are inherently social creatures. Even the most independent among us are part of an intricate web of connections. Consider something as simple as the food on our table. It involves farmers, store employees, and countless others. Our lives are intertwined in countless ways.

Unity is deeper than just liking someone. It’s about a shared identity, a sense of “we-ness.” You can feel unity with people you don’t know well and may not even like. My father served in the Marines and spoke of men he didn’t like but would have died for because they were brothers in arms.

Think about family. There are things we’d do for relatives, even those we’re not particularly fond of, that we might not do for our closest friends. Need a kidney?

When unity is present, it trumps all other principles of influence. Why? Because it’s like helping yourself. This shared identity makes us more willing to support each other because each benefits in some way from the transaction.

So how can we harness this principle in our everyday lives and work? Here are some practical tips:

  1. Shared Goals and Values: Highlight common goals and values. Whether it’s in a team meeting or a sales presentation, emphasizing shared objectives fosters a sense of unity.
  2. Inclusive Language: Use language that reinforces togetherness. Words like “we,” “us,” and “together” can create a powerful sense of belonging.
  3. Team Activities: Engage in activities that build camaraderie. This could be team-building exercises, group projects, or even social events outside of work.
  4. Acknowledge Contributions: Recognize and celebrate individual contributions to the collective effort. This reinforces the value of each member within the group.
  5. Create a Shared Identity: Develop a sense of identity within your team or organization. This could be through branding, mission statements, or shared rituals and traditions.

The Power of Unity in Action

Incorporating the principle of unity can transform how we influence and persuade. Here’s a real-life example: At State Auto Insurance, we introduced the principle of unity in our training programs. We emphasized how each employee, regardless of their role, contributed to the company’s success. This sense of shared purpose was encapsulated in the phrase, ESSA – Everybody Sells State Auto. It not only boosted morale but also improved performance across the board.

Another powerful instance is from my time with Travelers Insurance. We used personality styles to understand and connect with colleagues and clients. By recognizing and respecting different styles, we fostered a sense of unity that made our interactions more effective and harmonious.

Applying Unity in Sales

In sales, unity can be a game-changer. Imagine you’re selling insurance. Instead of just focusing on the product, you highlight how choosing your insurance company or agency makes the client part of a larger, supportive community. This shifts the focus from a transaction to a relationship.

When dealing with different personality types, unity can be tailored to fit their preferences. For instance, with Amiables, emphasize the supportive and caring community they’ll be part of. For Drivers, focus on how being part of your client base aligns with their goal of achieving success.

Unity in Leadership

As leaders, fostering unity can lead to more cohesive and motivated teams. Encourage collaboration, create shared goals, and recognize everyone’s contributions. Unity is not just a feel-good concept; it’s a strategic approach to building stronger, more effective teams.

Conclusion

Unity is a powerful principle that can enhance our influence in profound ways. It’s about more than just getting along; it’s about creating a shared identity and purpose. By incorporating unity into our daily interactions, we can build stronger connections, foster collaboration, and ultimately, achieve greater success together.

Let’s embrace unity and transform how we influence others. Share your thoughts and experiences in the comments. How have you seen unity make a difference in your life or work?

Remember, unity is about creating a sense of belonging and shared purpose. Use it to enhance your influence and watch the positive impact it has on your relationships and success.

Written with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 725,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Quarterly Newsletter

/0 Comments/by

Christmas is only six months away and so is year end. I don’t know if you feel this way, but time seems to go by faster as we age. I can hardly believe I turned 60 years old in April. Memories of high school, college, starting my career and meeting Jane, and Abigail coming into the world seem like a few short years ago, not decades.

Although time is flying by, the good news is you have six month left in 2024 to right the ship if you’re off track in terms of goals. If you’re on track, keep up the great work and make 2024 one of your best so far!

Sincerely,
Brian

What’s Influence PEOPLE all about?

  •       Why – Help you achieve more professional success and enjoy more personal happiness.
  •       How – Teach you the science of ethical influence.
  •       What – Speak, write, train, coach, and consult.
  •       Who – Clients include leaders, salespeople, business coaches, insurance professionals, and more.

Here’s What’s New…

Speaking

I was busy in Q2 with trips to Denver, Cleveland, Phoenix, and Bismarck. There was also a good bit of virtual training too. I have to say, the trip to Phoenix for Influence Amplified, the celebration of the 40th anniversary of Dr. Robert Cialdini’s book, Influence, was the highlight. the opportunity to present in front the good doctor and several hundred Cialdini fans was incredible. You can read more about that special day here.

Writing

My new book, His Story, My Story, Our Story, launched on June 4. It details my father’s time in the Marines and Vietnam, my life, and our story. But it’s not just about service, it’s also about the challenges that come with father and son relationships. and the reception has been overwhelming. You can pick up your copy at Amazon, Barnes & Noble, or Books-A-Million.

The reception has been overwhelming. Here are just a few comments I’ve received:

“I received healing from this and am actually heading to Idaho the end of this week to spend some time with my father.”

“The book really hit home for me. I cried through some of it. Very relatable — it helped me understand my dad (a Marine) better honestly — so thank you.”

“I have now gone 46 consecutive days without losing my temper.”

 

In Case You Missed It…

I did a number of podcasts around the new book that you might be interested in checking out. I must admit, there were times when I got pretty emotional.

Warning: In some spots I use pretty candid language about events and feelings.

Veterans Breakfast Club – My Father the Marine

Todd DePastino and Shaun Hall invited me on Veterans Breakfast Club podcast to talk about various aspects of my new book, His Story, My Story, Our Story. We addressed my father’s life and service in the Marine Corps, and the impact it had on me growing up in his shadow. We also addressed the often unspoken emotional trauma that comes with service, combat, and PTSD. Click here to check out the conversation.

Jamming with Jason Podcast – Lessons on Fatherhood, Sacrifice, and Service

I’ve been a guest of Jason Mefford’s show, Jamming with Jason, multiple times over the years. I’m grateful he had me back on this time to talk about my new book, His Story, My Story, Our Story. We went deep on family, fatherhood, inter-generational systems, grace, forgiveness, and reconciliation. Click here to listen to us jam.

Emissary Authors Podcast – Navigating Forgiveness and Understanding in Families

Paul Edwards and Jason Todd invited me on their show to talk about, His Story, My Story, Our Story. My father served in the Marines and did a 13-month combat tour in Vietnam. As you might imagine, there were many upsides being raised by a Marine, but also quite a few difficulties. It turned out to be a a more emotional conversation than I’d anticipated. Click here to listen to our conversation.

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. His latest book, The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 700,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Greedy Corporations: Rising Prices and Record Profits

/0 Comments/by

A few weeks ago, I wrote “A Tale of Two Talks: A Lesson in Biases.” It was about commencement speeches given by Harrison Butker and President Joe Biden. The gist of the article was this: most people commented without having listened to either speech. They simply piggybacked off of information that was being posted on social media that fed their confirmation bias.

I came across another post recently that’s worth sharing because it plays into the contrast phenomenon. This psychological concept alerts us to the reality that we can shape how people think about things, depending on what and how we present information.

The post I saw was being circulated on Facebook. It read, “Kroger‘s profit was up 35.6% from ‘22 to ‘23. Publix was up 49% from ‘22 to ‘23. That’s why food prices are so high!”

We’ve certainly lived through an inflationary period unlike any other over the last 40 years. Much of the ire is being directed against large corporations. The claims are price gouging, record profits, and exorbitant profit margin increases. As you might imagine, the post fanned the flames of angry grocery consumers.

While there’s always a chance that those factors are causing price increases, generally, free-market competition keeps prices down over the long haul. That’s because individuals and organizations enter markets where there are excessive profits. That entry tends to create more competition, which leads to lower prices, and profits tend to shrink.

The post aroused my curiosity, so I decided to look into the Kroger and Publix profits from 2022 to 2023.

Kroger’s profits rose from $2.2 billion in 2022 to $2.4 billion in 2023. That’s an increase of 9.1%, not 35.6%. Kroger could have invested their money in the stock market and likely made a better return than they did selling groceries. From a ChatGPT query:

  • 2021: Net income of $1.7 billion. (A decrease of nearly a billion dollars from the previous year)
  • 2022: Net income of $2.2 billion.
  • 2023: Net income of $2.4 billion.

What about Publix? The company did see a large increase from 2022 to 2023. Net earnings went from $2.9 billion to $4.3 billion. That’s a whopping 48% increase! However, a little digging showed why they saw such a big increase and should make you realize Publix is not gouging anyone. From a ChatGPT query:

  • 2021: Publix’s net earnings were approximately $4.4 billion, reflecting continued strong performance and growth​​.
  • 2022: Net earnings were about $2.9 billion, showing a decrease compared to the previous year. The decrease was influenced by higher costs and other operational challenges​.
  • 2023: Publix’s net earnings rose to $4.3 billion, a 49% increase from the previous year, due to improved operational efficiencies and increased sales​​.

The interesting thing about Publix is that the company is 80% owned by their employees. If you want to say Publix is gouging consumers, then you’d have to lay some of the blame on their workforce—regular consumers like you and me.

I scrolled through the Facebook post to look at the comments, and it was apparent that no one did any digging into the facts. It was a free-for-all pile-on about how greedy corporations are taking advantage of us during a rough economic time. Fortunately, that’s not true, at least with Kroger and Publix.

It does beg the question, why are food prices so high? There are too many factors to go into here, but certainly, supply chain interruptions, the cost of fuel, the higher cost of labor, and many other things are contributing to the rise in prices that we’re experiencing. However, that’s not the point of this post. As I encouraged you in the previous article, take a moment to do a little research on your own. When you find out the truth, you might want to alert people; otherwise, misinformation will continue to fan the flames of fires that we’re often starting ourselves.

Let’s open a discussion. Have you come across posts that made you curious enough to dig deeper? What surprising truths have you uncovered? Share your thoughts and experiences in the comments below.

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.
As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. His latest book, The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 700,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Three Ps that Hinder and Help Performance

/0 Comments/by

In both life and business, three Ps are a sure bet to hinder your performance: Procrastination, Paralysis, and Perfectionism. These barriers can stall progress and stunt growth, but the good news is there are antidotes—three more Ps: Patience, Persistence, and Productivity. Let’s dive into how you can overcome the first set and embrace the second to boost your performance.

Procrastination

Procrastination is that nagging voice in your head saying you should start something, but you keep pushing the start line back. We’ve all been there, finding “reasons” not to begin what we know we should. The reality is, you can start any time you want.

Overcoming procrastination often involves unrelated activities that set a positive tone for the day. For instance, I wake up before 5 AM to walk, run, and read. This routine has become a keystone habit for me. By consistently engaging in these activities, I find it easier to start and complete other tasks throughout the day. It’s a domino effect; one good habit bleeds into others.

Paralysis

Paralysis occurs when you get started but become bogged down by insignificant details. I encountered this while working at an insurance company, responsible for producing monthly sales reports. Sales leaders always wanted more data, but data doesn’t visit clients, make phone calls, or send prospecting emails. Focusing on minutiae can prevent you from moving forward on what truly matters.

Perfectionism

Perfectionism is often described as the enemy of good. While striving for greatness can be beneficial, most tasks don’t require perfection. Spending too much time perfecting proposals, presentations, or emails can impede your overall productivity. In most sales jobs, good enough often is good enough, and allows you to move on to the next important task.

The Antidote

But don’t get down on the letter P. It’s not P’s fault. There are three more Ps that can help you unleash your performance: Patience, Persistence, and Productivity.

Patience

Patience is key because Rome wasn’t built in a day, and neither will your career. When I started my own venture, I was discouraged by the fourth month due to a lack of responses. Then, suddenly, half a dozen prospects reached out within 24 hours. The realization hit me—they had other priorities. Patience helped me stay the course.

Persistence

Selling can be a grind, and there’s no shortcut to making daily calls and sending emails. Patient persistence pays off. After consistent outreach, emails were returned, and phone calls came in. People noticed my efforts but often responded when it suited their timing. Staying consistently in front of prospects—through emails, calls, and LinkedIn content—ensures you’re top of mind when they’re ready to engage.

Productivity

An ancient Chinese proverb says, “The journey of a thousand miles begins with the first step.” Productivity is about taking that first step and continuing to move forward. Making the first call or sending the first email of the day makes the subsequent ones easier. The sense of accomplishment fuels further productivity, making work not just easier but enjoyable.

We’re All in Sales

Even if you don’t identify as a salesperson, if you’re a business owner, you’re in sales. I’m a keynote speaker, coach, and consultant, but I don’t do any of those activities until a sale is made. That makes me a salesperson. Every interaction is an opportunity to sell—not just products or services, but ideas, yourself, and your vision.

Selling is fundamentally about influence and persuasion. It’s about moving people to take action they might not otherwise consider. Understanding the principles of influence, as revealed by Dr. Robert Cialdini, can enhance your ability to persuade ethically and effectively.

In conclusion, don’t let procrastination, paralysis, and perfectionism hinder your progress. Instead, embrace patience, persistence, and productivity to unlock your full potential. 

Share your thoughts and experiences with these concepts in the comments below. How have you overcome these barriers in your life and work? Let’s inspire each other to break free from the three Ps that hinder and harness the three Ps that help.

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. His latest book, The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 700,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!



Rethinking Reciprocity in Prospecting

/0 Comments/by

When it comes to effective sales, I teach clients how to apply the principles of persuasion throughout the sales cycle. I take this approach because hearing “yes” at each step is crucial; without it, you won’t move forward. This is especially true in prospecting because without a “yes” here, you won’t secure that coveted first meeting.

Recently, my perspective on using the principles of influence when prospecting has evolved. Typically, I emphasize three principles in prospecting: authority, social proof, and scarcity.

Authority

People tend to follow trusted experts. Do you highlight your expertise or your organization’s reputation in your prospecting? Without demonstrating expertise, why would anyone take a meeting?

Social Proof

We’re inclined to follow the lead of similar others. Does your prospecting show how you’ve helped organizations similar to your prospect? If you’ve helped similar companies succeed, prospects will naturally assume you can probably help them too.

Scarcity

We want what we can’t have. Does your prospecting emphasize what makes your product or service unique? It might be the unique combination of features that makes your offering desirable. If you frame that uniqueness in terms of what the prospect is missing, you’re more likely to hear “yes.”

Tommy Changed My Thinking

I usually don’t advocate for using reciprocity in prospecting because often, the giving feels superficial. Pens, stationery, or items with your logo often come across as marketing ploys rather than genuine gifts. However, one individual changed my perspective on gift giving when prospecting for new clients.

Listening to Tommy Shaff at Influence Amplified was eye-opening. Tommy excels at engaging reciprocity in prospecting like no one else I’ve seen!

Personal, Meaningful, and Unexpected

Tommy doesn’t just give things away. His gifts are personalized, tailored to an individual’s likes. 

His gifts are meaningful too. In other words, they hold real value as opposed to generic giveaways.

Perhaps most importantly, Tommy’s gifts are unexpected. This adds a wow factor. For example, during his talk he shared how he gave a children’s book to a prospective client. That seems odd except for the fact that Tommy did his research and knew this book would mean something to the individual.

He didn’t stop at the gift; he personalized it by inserting the prospect’s picture throughout and added handwritten notes on many pages. The extra effort was obvious, and as a result, Tommy secured the meeting.

Your Giving

I challenge you to reflect on your giving, whether for prospecting or other purposes. Are your gifts personalized, meaningful, and unexpected like Tommy’s? If you incorporate these elements, your chances of getting a “yes” to your meeting request will increase dramatically.

Engaging reciprocity effectively means giving something of real value that resonates personally with your prospect. It shows that you’ve invested time and thought, which can compel them to reciprocate by agreeing to a meeting.

By rethinking how you use reciprocity in prospecting, you can create a more impactful and genuine connection with potential clients. Try to make your gifts personal, valuable, and surprising, and watch how these thoughtful touches open doors for you in your sales efforts. 

Let’s help each other by sharing experiences and ideas on how to engage reciprocity effectively in the comments. How have you used personalized gifts in your prospecting, and what results did you see? I look forward to reading your stories!

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. His latest book, The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 700,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

A Tale of Two Talks: A Lesson in Biases

/1 Comment/by

If you’ve been paying attention to social media or the news recently, you might have noticed two commencement speeches that stirred quite a bit of controversy.

First, Harrison Butker spoke to graduates at Benedictine College, a Catholic institution. Butker’s speech touched on topics like motherhood, fatherhood, and societal issues, subjects that would have been mainstream not long ago but are now seen as controversial. Despite this, Butker received a standing ovation from both graduates and parents, clearly resonating with his audience.

President Joe Biden also gave a commencement, addressing graduates at Morehouse College, a historically black college known for its most famous graduate, Dr. Martin Luther King Jr. Biden’s speech was criticized for focusing more on his personal tragedies and political agenda rather than the graduates.

The reactions to these speeches were telling. Butker’s talk was praised by conservatives, while Biden’s address found favor with liberals. This polarized reception highlighted an important issue: we are all living in echo chambers.

As I scrolled through social media comments about each speech, it became apparent that many opinions were formed without watching either talk. People relied on soundbites and headlines that reinforced their existing beliefs. Conservative friends lauded Butker, while liberal friends applauded Biden. The pattern was clear: our biases shape our perceptions more than we might realize.

The media’s role in this can’t be ignored. Conservative outlets like Fox News praised Butker and criticized Biden, while liberal outlets like MSNBC and CNN did the opposite. This selective reporting further deepened the divide.

So, what can we learn from this?

  1. Go to the Source: Before forming an opinion or commenting on an issue, watch or read the original source. In this case, watching both speeches would provide a fuller perspective than relying on snippets. Here is the link to Butker’s talk. You can see Biden’s speech here. 
  2. Recognize Biases: Understand that everyone, including friends and media outlets, has biases. Acknowledge your own and strive to see beyond them.
  3. Think Critically: Don’t be swayed by the majority or by emotionally charged soundbites. Take the time to analyze the content and context.

The controversy surrounding these speeches is a reminder of the importance of thinking for ourselves. In a world filled with biased information, the ability to critically evaluate what we see and hear is more crucial than ever.

What are your thoughts? Have you noticed similar patterns in other areas? Share your experiences in the comments.

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.
As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling for Relationship Driven Insurance Agents was an Amazon new release bestseller. His latest book, The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 700,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!