Tag Archives: Persuading and selling

  • Persuading people

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    Coaching women in business I find that part of every woman’s job is persuading others to take on her ideas, do what she asks them to or even buy what she’s selling. If that’s you, then you need to know Robert Cialdini’s six influence principles (Commitment and Consistency, Reciprocity, Social Proof, Authority, Liking, Scarcity). The […]

  • Tactics to Influence: Get what you want!

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    You want to get what you want. If you don’t already have it then what you’re doing is not going to get it for you. You know that the definition of insanity is doing the same things and expecting different results. Here are some clues on what you might consider doing differently. The Primary Tactics […]

  • Difficult questions

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    You stand at the front of a room, you lead a change process, you ask people to do something new. You’re going to get questions. Sometimes you don’t want to answer those questions. Sometimes you can’t. Some sample difficult questions Presentation Mastery includes a whole segment on answering questions.  Here in case you would like […]

  • Why is it so hard to persuade people with facts?

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    Invaluable research on Why it is so hard to persuade people with facts. And a New Yorker article on a similar theme: Why facts don’t change our minds. Some tidbits from the latter: As a rule, strong feelings about issues do not emerge from deep understanding… If we—or our friends or the pundits on CNN—spent less […]

  • Improvising: listening, reacting, supporting

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    I’m such a fan of improvisation as a way to become more human, more connected and smarter. It’s also about listening, reacting and supporting. Great improvisers are never thrown by whatever the client (oops, sorry, other person on stage) says or does… unless they want to use their emotional response as a way to make […]

  • Get more money

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    Research shows that mentioning a ridiculously large amount before you name your price gets you a better price (see the introduction of Cialdini’s book, Pre-suasion). And this article gives research about making a joke about how much money you want to be paid – e.g. “I’d love to be paid a million dollars, but I’ll settle for what’s […]

  • Discomfort then solution

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    In an age of quick knowledge dumps, when you present you want to make an impact. You want to the audience to feel that you understand them, that you get their pain… and then give a solution. Read this HBR article about why.

  • Great Body Language

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    Most people are unaware of their body language. Hey, most people are unaware of many of the things that other people use to judge, categorise and navigate dealing with each other (what you wear, how you speak, what you tell people). If you want to look like a boss, influence people, get a date or just […]

  • You gotta say what THEY think

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    There’s a lot of pressure on a hostage negotiator. Pressure to make the guy with the hostages do what the negotiator wants. There’s a lot of pressure on technical professionals and consultants too. Before the hostage negotiator can do anything, they have to make sure the guy with the hostages feels like the negotiator ‘gets’ him. When the guy with […]

  • Writing from the pros

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    If you send emails, write reports, web pages or brochures as part of your job then you are in fact a professional writer. So get pro – here are some excellent tips from professional writers like Steven Pinker, Stephen King, and film and tv writers whose names you don’t know, but whose works you do […]