"Rather go to bed supperless than to rise in debt." ~ Benjamin Franklin When I was growing up, a favorite fundraiser for our church group was to sponsor a "Free Car Wash" at the local Arby's. Arby's would donate the water, and we would all stand in the parking lot, armed with buckets, sponges, soap and towels to attack any car that cared to … [Read more...] about What Goes Around, Comes Around
persuasion
Sweet Spot for Persuading
"What am I going to talk about in this presentation?" It's the wrong tactic. It makes presenters self-focused and creates the "me show." Your audience doesn't care about what you know until they know that you care... about their interests. First, Focus on The Audience Instead, ask yourself, what does this audience want for themselves... in … [Read more...] about Sweet Spot for Persuading
Hey, I think I like you…
Hey, I think I like you... So, what makes us instantly like someone? Here are some general research principles: We like good-looking people Studies show time after time that we not only appreciate a physically attractive stranger, we also bestow upon them all sorts of positive personality traits... even before he's opened his mouth! It's … [Read more...] about Hey, I think I like you…
Handling objections to your sales presentation using Feel-Felt-Found
You know how some people HATE to sell? What, exactly, are they scared of? Sales Anxiety was the basis of my research at The University of Texas in grad school and why many people dislike "selling." It turns out, it's not simply SELLING IN GENERAL that a person dislikes, the majority of people specifically dislike the stages of Prospecting and … [Read more...] about Handling objections to your sales presentation using Feel-Felt-Found
