Category Archives: WWI

Overcoming The Character Trait of Anger, Part 1

The following question is actually a “compilation” of questions I’ve received from many readers in the past: “Bob, I can see where so much of ‘Winning Without Intimidation’ works for those who, when in conflict with another, can control themselves the way you suggest. But what about those of us who, for example, have a…

The Pre-Apology Approach

Is it okay to say you’re sorry even when you’re not? What about before you’ve even done anything for which you could possibly even be sorry? Actually, saying sorry before asking someone for help is one of the most effective ways to open this person up to providing the help you need. In this article,…

“I Know Exactly What You’re Thinking.”

Note the title? How often do we say that to another or, if not say it, how often do we think it? If I were to be honest with myself, however, I’d have to admit, “No I don’t know what you’re thinking.  I only know what I’m thinking.” Let’s take it a step further: I…

Top Pros Do The Little Things That Set Them Apart

While it’s true that we shouldn’t sweat the small stuff, that’s not to say that small details are not important. Really, we are talking about two entirely different things. Indeed, “the little differences often make the big differences” and those who understand and — just as importantly — act upon this principle tend to meet…

Don’t Fall Victim to Manipulation Techniques, Part Two

We ended Part One by asking, “What do you think my main challenges were with the way ‘David’ handled the upsell?” In both the Blog Comment section and on my Facebook pages, there were many excellent points and responses, with many of you nailing the jist of what quickly turned me off and caused me…

Don’t Fall Victim to Manipulation Techniques, Part One

Interesting experience at the local AT&T store while purchasing a new carrying case for my IPhone. “David” was very friendly and solicitous. He even took it upon himself to hand-clean my Iphone, handling it with great care (and communicating such) and then personally putting it into its new case. He then told me that because…

The Ego. Good? Bad? Both? Neither?

After several articles dealing with issues such as emotions and ego, and where ego was seen as the cause for many of life’s negative results or situations, we ended with the question: Is the human ego, in and of itself, a bad thing? Well, we didn’t exactly end it that way, since I answered, “not at…

Pleasure, Pain and Ego, Part Two

In Part One we saw there are two main emotions which drive our decisions; the desire for pleasure, and the avoidance of pain. We ended by seeing that – depending upon the particular pleasure being sought or pain being avoided – the human ego can begin to play a rather large part. Have you ever…

Pleasure, Pain and Ego, Part One

In a previous post we looked at the role our emotions play in making most decisions of significance. As human beings, we are a strange creature – making very important decisions based on what we want at the moment rather than what we know is really best for us. Yes, before we rationalize (tell ourselves…

Emotion And Logic In Selling

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…