Blog posts on books I love are the most difficult for me to write. Why? Because often, books like the one I’m suggesting today, despite being fun and easy to read, have lessons that run so deep, I’m concerned I won’t be able to communicate the messages sufficiently and/or appealingly enough that you’ll be moved…
Yes, people do things (good or bad, helpful or unhelpful, productive or counterproductive, charitable or uncharitable) for their own reasons, not ours. And, knowing this, we have two choices; complain that life shouldn’t be that way, or embrace the facts and utilize this principle for the benefit of all concerned. If your request is not…
In Part One we looked at a basic principle in the persuasion process. As the great Dale Carnegie taught us in his classic, How to Win Friends and Influence People, “People do things for their reasons, not ours. So make your reason, their reason.” I ended by saying that all actions taken by we human-type…
It’s human nature to want people to do what we want them to do. And, there’s nothing inherently wrong with that, providing we also care about how the outcome affects them. So, how do we get people to do what we want, in a way they can benefit and feel like a winner, as well?…
In a recent post we discussed Tact and how it is perhaps the most powerful concept in terms of mastering the art of positive persuasion or, “Winning Without Intimidation.” It’s also a great way of simply becoming a pleasant person to be around. I quoted my Dad, who defines tact as, “The language of strength.” Those…
Recently on Twitter, I found a link from SellingPower Founder Gerhard Gschwandtner to an extremely inspiring story. It had to do with a sales team that explored a way to find more people to serve where (or, I should say, when!) most would not have looked. Yes, this took place back in 1949. Yet, today, when…
Life can seem — and even be — so unfair at times. “But it wasn’t my fault” or “This or that happened, and I had no control” are words we often hear from others. Perhaps, from time-to-time, even from ourselves. Sometimes, these “out of my control” incidents actually could have been avoided had we taken…
Mortified: Humiliated or shamed. That’s what I was last Friday afternoon, and it was my own fault. It began that morning during my visit to an Ear, Nose & Throat Specialist I was referred to by my physician. I’ve been having some challenges with laryngitis (that’s not good for a speaker to have, right?) 😉…
In Part One, we established that things — ideas, products, concepts, etc. — don’t usually just sell themselves; they need to first be sold. We concluded by looking at Schopenhauer’s famous quote, “All truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.” And, sometimes…it’s…
In our book, Go-Givers Sell More, John David Mann and I begin by discussing some of the fallacies and misconceptions associated with selling. The first is that people often think of sales as trying to convince someone to do something they don’t want to do (i.e., buy something they don’t want or need). Of course,…
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