Entries by Brian Ahearn, CMCT®

Why Don’t We Just Listen for a Change

I was inspired to write this week’s post after watching an enlightening Ted Talk from Theo E.J. Wilson called A Black Man Goes Undercover in the Alt-Right. Don’t worry, this post is not to advocate for any particular position on the political and social spectrum. Rather it’s about the lost art of listening and communicating […]

Principles vs. Techniques, Laws and Other Burdensome Rules

When I lead The Principles of Persuasion Workshop for salespeople I tell attendees that a sales technique is good unless you find yourself in a situation where the technique doesn’t apply. If all you know is a technique or pithy response but not the why behind it you’ll probably find yourself a loss. However, understanding principles let […]

Risk, Reward and Following the Crowd

A little over a month ago I wrote a post I titled Everyone’s Doing It: The Impact of Consensus. It provoked quite a reaction, especially on LinkedIn. Here’s a small sample of comments from readers: “It’s called groupthink. Look it up. Don’t hide in the flock of sheep. Emerge the solitary extrovert with an independent […]

Fan Psychology and Your Favorite Sport Team

This past weekend college football officially kicked off its season and Thursday night the NFL will do the same. There were some big games (#1 Alabama vs. #3 Florida State) and amazing comebacks (UCLA down 44-10 late in the game came back to beat Texas A&M 45-44). There are few things in life that people […]

That’s What She Said but Not What He Heard

If you were a fan of The Office you know Michael Scott, the manager of the Dunder Mifflin paper supply office in Scranton, PA, was fond of saying, “That’s what she said.” Michael’s references usually had a sexual overtone but don’t worry, that’s not where I’m going. I’m also not going to talk about miscommunication […]

A Top Down or Bottom Up Approach to Selling

There’s old saying that applies to persuasion and selling, “There’s more than one way to skin a cat.” I don’t actually know anyone who’s ever skinned a cat so I have no idea how many ways you can do it but I’ll trust there are multiple ways. When it comes to persuasion there are many […]

Athletic Preparation Helps Prepare for Presentations

This week I get to address a few hundred people at the annual meeting of the Independent Insurance Agents & Brokers of Arizona. I’ve been preparing for this talk for a month so I thought I’d let you know how I use what I’ve learned from athletics to prepare for big presentations. Todd Alles, my high school […]

Everyone’s Doing It: The Impact of Consensus

“Usually, if everyone else is doing something then it’s probably the right thing to do.” I posted that in a graphic on my social media networks a few weeks ago. Several people disagreed with my statement so I thought I’d address it in this week’s post. Let’s start with a quick review of what consensus […]

Ask Yourself a Better Question

I like to write about whatever is top of mind. Sometimes it’s sales, leadership, coaching, social issues, and at other times it’s parenting. Quite often I write when I’ve learned something I want to pass along and that’s what this post is about – asking yourself better questions. Over the years I’ve read a lot […]