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New Book Explores the Hidden Power of Context
If you enjoyed reading Cialdini’s Influence, Ariely’s Predictably Irrational, or Freakonomics by Levitt and Dubner, then chances are you’ll enjoy the new behavioral psychology book Situations Matter by Sam Sommers. Situations Matter explores how our behavior is shaped by circumstance. For example: In one situation, we may be proactive; but in a similar situation with […]
Continue readingUnexamined Opinions
The world is full of unexamined opinions. If you doubt this statement, here’s how to prove it to yourself: Educate yourself deeply on just about any subject, then go engage somebody in a discussion. After that discussion, go have another. And another. And another. Over the course of these discussions with your friends and family […]
Continue readingSell by Building Rapport
In the book My Voice Will Go with You, the author Sidney Rosen recounts the teaching tales of Milton Erickson. I found this one particularly interesting because of the sales lesson it teaches. It’s called “Scratching Hogs” (Milton Erickson is the one speaking). One summer I sold books to pay my way through college. I […]
Continue readingFinding the Right Emotional Trigger
Have you ever tried to persuade somebody of certain belief or to take a specific action? It’s rarely easy. For the most part, us humans are hard-headed creatures set in our ways. I was reminded of this when we went to get our family photos taken this morning. We all got dressed up (our three […]
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Boiler Room Scams: How They Work
Boiler room scams are on the rise, so I feel it’s important for you to know how this type of scam works. Step 1: You buy an inexpensive product or accept a “Free plus Shipping” offer from an infomercial or similar marketing medium. Step 2: Get a call from a boiler room where you are […]
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