Word Power, Part Two

Blog, Endless Referrals6 Comments

In Part One we saw that a person’s individual belief system has more to do with how they feel about and respond to certain words than do their literal dictionary definitions. And, those who desire to communicate effectively and persuasively keep that in mind. Are their words and phrases, however, that almost universally (at least…

Word Power, Part One

Blog, General1 Comment

It seems that, when it comes to words, even more important than their literal definitions is what they actually “mean”…to the person hearing them. This is often a matter of one’s personal belief systems (i.e., what/how do you feel by the words, “selling”, “money”, “liberal”, “conservative”, “love”, “pride”?). Certainly, you don’t rattle off a definition…

Emotion And Logic In Selling

Blog, WWI9 Comments

Continuing with our look at the decision-making process which, as we’ve seen, is emotion-based and logic-rationalized, how does this play out in the process of selling? After reading one of the recent posts, my great friend, Jennifer Kushell, co-author (with Scott Kaufman) of the NY Times Bestselling, Secrets of the Young & Successful and Co-founder…

My Rational Lies

Blog, WWI5 Comments

In the previous article we discussed that – as human beings – we generally make decisions based on emotion and back up our emotional decisions with logic. In other words, we rationalize, or tell ourselves… “rational lies.” When we ended I said that I’d share one of mine. While this happened close to 25 years…

Value + Value = Greater Value

Blog, The Go-Giver14 Comments

One of the most gratifying aspects of Extreme Business Makeovers 2009 was the powerful and profitable connections made between attendees. The entire weekend had a Go-Giver theme with everyone focused on providing value to others rather than on what they themselves could get from the connections they made. Not surprisingly, since that event, a lot…

What Is The Truth About Objections?

Blog, The Go-Giver10 Comments

On page 136 of John David Mann’s and my newest book, Go-Givers Sell More we write: “The truth about ‘objections’ is that, most of the time, they aren’t really objections.” One reader wrote in and asked: “If they’re not objections, are they fears? Perhaps fear of unknown factors?” Excellent question! While, on some level, fear…

The “Dennis Situation” Part 2

Blog, WWI11 Comments

In Part One, I shared my surprise and dismay at finding out that a college classmate for whom I had a lot of respect actually disliked me very much and was quite outspoken about it. I handled the situation very reactively, defensively, angrily, and in a way that was counter-productive to all concerned. How should…