Sure, it isn’t just what you say, but how you say it. We know that. But, could powerful, effective and persuasive communication be even more than that? How about “when and where” you say it? We’ve all heard the expression, “now is not the time and place to discuss this.” So, the best communicators make…
In his book, The Speed of Trust, author Stephen M.R. Covey quotes Mahatma Gandhi as saying, “The moment there is suspicion about a person’s motives, everything he does becomes tainted.” While reading that quote during a recent presentation, I thought about a person who, about a year ago, sent me an email asking if they could…
“Dan Davis…’HDH Sports!” His voice was deep and booming, and the studio microphone caused it to echo with spectacular richness. He was the sports anchor for WHDH a.m., big-time radio in Boston in the 70’s and 80’s. And he was really good. Also, turned out to be a great guy. While interning at WGTR a.m. (small-time radio…
In Part One we saw that, when in the process of buying something you’d like, if you feel you need to negotiate a better situation for yourself with the salesperson working with you, it’s best to do so in a way that is respectful, and keeps the door open to negotiation. Not only is treating…
In a recent two-part series we discussed how to effectively turn down requests you don’t want to accept. Done correctly, you’ll employ tact and kindness while still getting your point across and discouraging continued requests. That will work for any of life’s situations, whether being asked to serve on a committee or attend an event…
In Part One it was suggested that whether in the context of an airport newsstand, the local fast food joint or many other business situations, upsells – the selling of an additional product or service (typically related to the original item purchased) either at the time of the sale or immediately afterwards – is a…
Tara Kennedy-Kline, owner of Tara’s Toy box posted the following on her Facebook Status Page: “I was so impressed! The cashier at Hudson News just tried to upsell me a bottle of water with my magazines! I can think of a few salespeople who could take a lesson from Gail at Hudson News.” I love…
On the airport TV was a story featuring a “Top 10 list of Sayings That Annoy People.” I don’t recall what most of them were and found more than a few somewhat suspect in that they didn’t seem to be particularly worthy of annoying anyone. “Then again” I thought, “it is what it is.” Oh,…
In Part One we discussed that while utilizing Principle-based techniques – in order to accomplish a result that is of pure intent and win/win in nature – is fine, the challenge comes when the recipient of such feels, well…techniqued. Once they feel you are attempting to manipulate them, any earned rapport is typically broken and…
Utilizing sales or persuasion techniques – so long as they are based on pure and principle-based intent – is always acceptable. After all, while at times the term “technique” brings with it a negative connotation, it is really nothing more than applying a procedure or method so as to effect a desired result (paraphrase of…
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