Even Known Irrelevant Information Can Bias Decision Making

If you follow me on Facebook then you know over the weekend Jane and I had a little scare that landed her in the emergency room for about three hours Saturday afternoon. Our time there included a CAT scan of her brain. Jane had been working out Friday morning with a friend when she felt […]

Why Study Persuasion? A Common Language Leads to Efficiency

Last week I acknowledged that your time is precious. I also built a case for the fact that you use persuasion far more than you may have realized. With upwards of 40% or your workday spent persuading others you can’t afford to not get better at persuasion if you want to enjoy more professional success. […]

Why Study Persuasion? You Can’t Afford Not To!

There never seems to be enough time in the day to do all that you want to or all that you need to. So why should you spend your precious time learning about persuasion? Because you cant afford not to! Let’s start with exactly what I mean when I talk about persuasion. Persuasion is not […]

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 […]

Fatigue and Persuasion Equals a Bad Combination

Have you ever left the office and felt exhausted? Sure you have and your fatigue probably has little to do with the physical nature of your work. How can we feel so tired with so little physical effort? You can thank that thing between your ears called a brain. Your brain is only about 2% […]