Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you challenge sacred ground? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need to trust the other person. Vulnerability requires…
Sales Simplified: It’s The Transfer of Enthusiasm
Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince people with tactics that trap them. Yes, 20% of the profession are charlatans just trying to make a buck. But 80% are just trying to make a connection. There’s a huge difference between influence and manipulation John states “I don’t sell you anything. I either…
The Four Tiers of Tim David’s T.R.UE. Hierarchy
Tim David is a magician turned influence and communication expert. He frequently works with businesses and salespeople to master the art of connection. He takes the knowledge of persuasion and influence and makes it scalable and usable across the business realm. In the process, Tim covers the T.R.U.E hierarchy. What does it consist of? The T.R.U.E hierarchy of needs Technique. A lot of books, coaches, and websites stop with the techniques. They act as if…
What does the Cost of Inaction Really Cost?
Most people don’t truly understand what the cost of inaction is costing their organization. Conversely, it’s quite easy to see what an action is costing them. So how do you bridge the gap? How do you get someone to embrace necessary change when the cost seems so high? Professor and noted author Jonah Berger shares his thoughts that are outlined in his most recent book: The Catalyst: How to Change Anyone’s Mind. Overcome endowment: Bring…
Sean Callagy’s Strategy: Find the Pain Point to Get a Yes
Sean Callagy has developed a four-part communication strategy to go from “hello” to “yes” in a negotiation. One of the steps involves finding your counterpart’s pain point and understanding it at a deeper level. Why is finding someone’s pain point so important? People make decisions because they’re in pain and they want to get out of it. They want to avoid it—period. Sean points out that “People don’t get into better shape until they’re in…