Why Communicating Value Is So Very Important…
Price is a dollar figure or dollar amount. (Or, of course, whatever form of currency is used in your country.) Value is the “relative worth or desirability of a thing to the end user.”
Why *This* Won’t Work Long-Term…
The person who depends on intimidation and/or manipulation to get their way can have employees…but not a team. They can have customers…but none who are loyal.
Persuasive Humility
I try to keep in mind that whenever I’m tempted to begin a statement with, “The fact of the matter is…” there’s a good chance that:
- It’s really just my opinion.
- Even if what I’ve said IS true it’s more likely to elicit resistance in the listener as opposed to agreement.
There Will Be Some Tethering. Huh?
Imagine sitting in your dentist’s chair, the sharp end of a blade hovering just above your face, mere inches away from making contact. At that moment you hear the dentist utter the following five words: “There will be some tethering.” The patient — wondering as to any potential relationship between said sharp…
Dealstorming – The Team Approach to Selling
I love reading stories about how the lone individual, toiling away seemingly forever and after thousands of failures, finally — through a flash of inspiration — discovers the magic formula and creates a world-changing product, cure or market-altering invention. FANTASTIC stories! The only problem is that…they practically never happen. The more research you do the…
Missing The Communication Target?
I’ll never forget when an early business mentor told me, “Burg, when the shooter misses the target…it ain’t the target’s fault.” The older I get, and the more I study influence and communication, the more correct I believe he was. How often do we try and get our point across but fail? It seemed that…
One Mom’s Very Persuasive Questions
One of the golden rules of human nature — as so perfectly illustrated by Dale Carnegie in his classic, How to Win Friends And Influence People — is that, “Ultimately, People do things for their reasons, not our reasons.” As such, in order to elicit a person to make a decision and take the action…
