Responsible To; Not For

Blog, General18 Comments

You and I, as people who believe – greatly believe – in what we sell, how do we deal with the fact that not everyone who we feel should buy our products or services, will buy. After all, if we truly care about helping them via the exceptional value we provide, should we not take…

But, How Does One Agree Without Capitulating?

Blog, WWI16 Comments

In our previous post we saw that when desiring to persuade, telling someone they are wrong will most likely not only not change their mind, it will much more than likely elicit their planting their feet firmly “in-turf” and defending their position. The suggestion was to, instead, agree with them. Counter-intuitive? Yes. Effective? Most definitely.…

The Principle of Agreement

Blog, WWI16 Comments

Dale Carnegie, author of the classic, How to Win Friends and Influence People, eloquently taught that there is no winning an argument. It makes sense, doesn’t it? After all, if you lose on merit, you’ve lost. However, even if you win on merit (showing the other person that you are right and they are wrong),…

Three Potential Business Interactions

Blog, The Go-Giver10 Comments

In a recent issue of his Monday Morning Memo™ , noted consultant Alan Weiss, Ph.D. wrote: Almost all organizations (public and private, large and small) have three potential interactions with customers and clients: products, services, and relationships. If you focus merely on product, you’re engaged in a price-sensitive commodity. If you focus also on service,…

Perceptual Realities

Blog, WWILeave a comment

In his excellent book, Magical Worlds of the Wizard of Ads: Tools and Techniques for Profitable Persuasion, Roy H. Williams relates the oft-told story of the six blind men of Indostan who experienced an elephant from different parts of its body and, naturally, from their individual viewpoints, came to six different conclusions regarding the essence…

“ACKNOWLEDGE ME!”

Blog, WWI22 Comments

I was at a new diagnostic center for some blood work and witnessed an interesting exchange. Unfortunately, an exchange all too common. On the other hand, these things can be easily handled — and even turned into a huge positive — if company leadership is aware of it. And, not just aware but willing to…