Is there ever a need to verbally correct or critique? Well…actually, yes. The bigger question: is it possible to do so in such a way that not only will the person accept your correction, but truly embrace and utilize it? Yes, so long as you keep the human ego in mind and realize the key…
With the school year beginning, I thought I might reprint an article from about five years ago, when I had my weekly ezine. In my opinion, the Law of Authenticity, (Law #4 of The Go-Giver), has never been embodied better and more effectively than in this example. —– Recently, my fourth grade teacher, Miss Kadlik/Mrs.…
Over the past three articles regarding Benefit Statements, we’ve also looked at when they are and are not appropriate. One place they are appropriate, which we haven’t yet discussed, is when you are attending some type of formal event where you are asked — along with everyone else — to stand up and provide your commercial.…
Christie Ellis, owner of Sonoran Mountain Realty in Phoenix, Arizona wrote to me after reading about Benefit Statements in my book, Endless Referrals. I saved her email until after I posted the previous two articles because I thought it was such a great question. With permission, I’m summarizing her question. Thanks, Christie! Hi Bob, I…
In Part One we looked at the difference between an Elevator “Pitch” (yucko; bad word) and a Benefit Statement. Mainly, the first one is longer and “I-Focused” and the latter is shorter and “Other-Focused.” It focuses on the benefit…to the other person. The article’s main point was that, contrary to mainstream and accepted thinking, this…
Many are familiar with what has become known in Networking lingo as an “Elevator Pitch.” Typically, it’s defined as a description of your product or service that can be communicated in a very brief time (i.e, up to 30 seconds; the time span of an elevator ride). Although its genesis was in the context of…
You might recall the story of Liberty — the neighborhood stray cat who was considering allowing me to apply for the position of being her human, meaning I could feed her as much as I wanted to. And, yes, this time I do say “her” because — as many of you guessed — that’s what…
Over the past few articles, in discussing Persuasion versus Manipulation, a large part of our focus — both mine and many of the readers’ comments — has been that in order for persuasion to be “righteous” — if you will — it must also benefit the other individual involved. Otherwise, it would fall under the…
In Persusasion vs. Manipulation, we saw the significant difference between the two as being intent. Then, in The Telltale Signs of Manipulation, we learned something that manipulators will do that persuaders never will, and how to ensure we do not fall victim to that kind of behavior. There’s one more important area I’d like to…
In the previous article, we saw that the key difference between persuasion and manipulation is intent. Certainly not all there is to it; it goes deeper than that, and some of the excellent comments, both from those who agreed and disagreed with my basic premise, eloquently pointed that out. I called persuasion and manipulation cousins because…
