Category Archives: WWI

Taking Responsibility, Part One

Early one morning, with no time for a Dunkin’ Donuts run, I made the two-minute drive to the Circle K, a local convenience store, and poured myself a cup of hot coffee. All of a sudden, I felt a sizzling, burning feeling. The good news was that “my cup runneth over.” The bad new was that it…

The Importance of “When And Where?”

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…

“I Couldn’t Justify…” Part Two

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…

“I Couldn’t Justify…” Part One

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…

“It Is What It Is”

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,…

Can Techniques Break Rapport? Part Two

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…

Can Techniques Break Rapport? Part One

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…

Saying “No” Graciously – Part Two

In Part One, we discussed the importance of being able to say no to requests you truly don’t want to accept and doing so in such a way that you are kind and polite but leave no doubt that you are not accepting the request. It was suggested you make a point of lavishing appreciation for…

Saying “No” Graciously – Part One

Saying no to a request can be difficult. Perhaps we don’t want to feel as though we are insulting the person or even just letting them down. Most of us have a desire to please others and to feel as though we are “coming through” for them. And, of course, there are many appropriate times…

The Real Purpose of Grammar

My friend, Paul Myers, sales copywriter extraordinaire, offers this excellent piece of communication and persuasion advice, both for the written and spoken word. He says, “The purpose of grammar is to help ensure clarity of communication. If grammar gets in the way of getting your point across, toss the rulebook out the window.” While that advice…