Entries by Brian Ahearn, CMCT®

Selling Without Making People Feel Sold

One of the nicest compliments I’ve received came after a presentation I gave a few years ago at a large insurance event. An attendee said afterwards, “I think Brian came across as a guy who, quote unquote, was not interested in selling you and invariably he sold us.” That compliment came to mind recently as […]

Eyes Wide Shut

Sometimes we see but we don’t see and sometimes we hear but we don’t hear. What I mean is this; whatever stimuli we take in doesn’t always register in our conscious thought. Despite that, subconsciously many things we’re not aware of impact our decisions and actions. As you might expect, my wife Jane is pretty […]

Will You Watch My Things?

As I write this I’m sitting in the Hartsfield-Jackson Atlanta International Airport, one of the busiest hubs in the world. While I was waiting for my second flight of the day a young man sitting across from me innocently asked, “Would you mind watching my things while I use the restroom?” Being the nice fellow […]

Houston, We Have a Communication Problem

If you saw Tom Hanks in Apollo 13 then no doubt you remember the phrase, “Houston, we have a problem.” Tom Hanks uttered those words when he realized there was a major problem that could cost the astronauts their lives. Whenever that phrase is used you should take note because something serious is happening. This […]

No Tips, Tricks or Techniques to Ethical Influence

Sorry, no tips, tricks or techniques here but let’s talk about what it takes to become a master persuader. Saying there are tips, tricks and techniques to influence people degrades people, devalues the influence process and shortchanges real learning. When people refer to “tips” to influence people that devalues the influence process. You get tips […]

What Are You Gonna Do When the Bear Comes for You?

There’s an old joke that goes something like this: Two hikers are walking through the woods when suddenly a bear jumps out from behind a bush and starts towards the frightened hikers. Instinctively both start running for their lives, but then suddenly one of them stops and begins to put on running shoes in place […]

New Year’s Resolutions – Try A New Approach

If you’re like many people then you made New Year’s resolutions and if you’re like most who did so then you’ll break your resolutions within a few days. According to one study, more than half the people who make resolutions are confident of achieving them, yet only about 10% do so. That’s amazing because most resolutions are good! […]

The Greatest Salesman Who Ever Lived

I boldly proclaim Santa Claus to be the greatest salesman who ever lived! Why do I assert that Santa is the ultimate salesman? To start, he has a couple of success stories most of us can’t compete with. First, he’s successfully run the same family business for hundreds of years. There’s something to be said for […]

What’s Wrong With America?

We’ve had more than a month to let the presidential election settle in. Trump supporters hail it as a victory over the establishment, a chance to “drain the swamp” and possibly begin a new age in American politics. Meanwhile Hillary supporters believe his election has set us back decades on issues like gender and racial […]