There is a little list of common phrases sentences and questions that unintentionally murder (or at least ‘self-harm’ any persuasive encounter. Successful business persuaders never use them…or at least they struggle not to. The vast majority of average sellers, persuaders, and managers use them all the time then wonder why they fail to persuade or…
(The above answer to my question, “Could you define the word Strategy?” came from one of Asia’s top public company CEOs…he wasn’t laughing. He told me I could tell this story but not his name The truth is most people in business haven’t got a clue what differentiates a ‘strategy’ from a ‘plan’…. or from…
When the Spanish Inquisition (as reimagined by Monty Python’s Flying Circus) wanted to torture their victims into confessing to heresy there was only one thing for it….the comfy chair! “Oh NO”, Screamed the victim, “NOT the comfy chair!”. In the modern selling profession despite all the courses, research, seminars and coaching over the past 40…
If you are familiar with advertisements for novelty domestic gadgets (See ‘B List’ TV channels around 3:15 am) you will also be familiar with the hyperbole that accompanies everything from the sale of magic cucumber peelers to clockwork vacuum cleaners. The fact is that if one wants to return the ‘guaranteed’ goods (Through a paucity…