From Womb to Tomb Each of Us is a Persuader

From womb to tomb, each of us uses the skill of persuasion throughout our lifetime. As soon as babies come into the world they cry because they want to be held, fed, burped or changed. They don’t understand they’re engaging the skill we call persuasion, but they know they have a need and they want […]

Is the System Broken?

“May you live in interesting times,” is said to be an ancient Chinese curse. While there’s no documented proof of the Chinese origin, one could say we are cursed to live in such a time in American politics. With the acquittal of President Trump by the Senate last week, people who wanted to see him […]

Don’t Memorize, Internalize. Embrace, Anticipate, Practice!

At a recent sales training event I encouraged attendees; don’t memorize, internalize. These were salespeople and we were talking about how to deal with objections whenever they arise. The key with objections is to embrace them. After all, if you’re in sales then objections are part of the game just like running is part of […]

Persuasion: Your Key to Professional Success and Personal Happiness

Persuasion is more than changing hearts and minds, it’s about changing behavior. Aristotle said as much when he told the world persuasion was, “the art of getting someone to do something they wouldn’t ordinarily do if you didn’t ask.” Whether you want someone to buy from you, your boss to approve your project, get a […]

Just Okay Is Not Okay

Commercials are designed to move consumers to action. One commercial caught my attention recently because it made me laugh. AT&T’s Just Okay Is Not Okay shows a concerned couple in a hospital room waiting to meet the surgeon. They ask if the nurse has ever worked with the doctor. The nurse replies, “Oh yea, he’s […]