Tag Archives: Persuading and selling

  • The tyranny of choice

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    I’m preparing a rant about people unable to make decisions in traffic (and other places!) for Ignite Sydney on Tuesday. I went looking for the research about jams and choice anxiety (offer 24 jams, more people stop to buy, but only 3% actually make the decision to buy: offer 6, 30% buy). Found it in […]

  • Change the words you use

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    Dramatically Improve Your Sales With This Magically Worded Question suggests you should never ask “are you the decision-maker” but a better worded question “Who else is participating in this decision with you?”.

  • Capturing attention

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    Captivology: The Science of Capturing People’s Attention, outlines the need for you to harness the three types of attention: immediate, short and long term. The link takes you to an excerpt. It uses an interview with the creator of Super Mario to show how this works.

  • Listening better

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    How Improv Theater Can Make You Better at Dating has some gems if you are dating. The principles apply of course also to job interviews, performance reviews and just hanging out with the team. And if you want a non-improv related take, this is an excellent post on Active Listening (and why it’s very hard!). And […]

  • How To Be Someone People Love To Talk To

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    I just love this: How To Be Someone People Love To Talk To. Everything you want to know, including how to lower your phone bill how to make a good first impression, prevent awkward silences and what the best subjects to discuss are.

  • How To Read People Like Sherlock Holmes

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    Want to read people better? Read this article on Reading people like Sherlock Holmes does.  Here’s his summary: Don’t make assumptions based on a single item. Look for trends and themes. (And definitely eye the trash can.) First impressions are often accurate but be ready to update them quickly. Extroversion and self-esteem are easy to spot. Clothing can […]

  • 7 Ways to get people to like you: From An FBI Behavior Expert

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    You know that I’m big on rapport, and I’m an improviser so I say “yes and”. This is a useful article giving you some basics in getting people to like you that is worth your time. “seeking advice is among the most effective ways to influence peers, superiors, and subordinates” via How To Get People […]