Skills You Need to Build Skills

Pat Flynn, author of How to Get Better at Almost Everything, says that becoming a generalist has made… Continue reading “Skills You Need to Build Skills”…

Hot Cognition and the Crocodile Brain

Decisions to like or dislike something – or someone – are made quickly, and generally without thinking. What we want, and what we like comes early in our processing, and it’s the crocodile brain doing the processing. Continue reading “Hot Cognition and the Crocodile Brain”…

Resistance is Futile – But So is Persuasion

Pink’s premise for To Sell is Human is that “Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.” Continue reading “Resistance is Futile – But So is Persuasion”…

Resistance is Futile Part Two

Pink writes that both in sales and ordinary human interactions, people aren’t likely to be persuaded by your reasons. No matter how compelling your argument, they essentially must persuade themselves to buy, change, or take action. Continue reading “Resistance is Futile Part Two”…

How to Be More Persuasive Part 2: Reciprocity

Influence is a book about how to be more persuasive, written by Robert Cialdini, Ph.D., who admits in the… Continue reading “How to Be More Persuasive Part 2: Reciprocity”…

Contrast Makes You More Persuasive

It’s hard to compare groups of objects; we compare best when we have only two things to contrast. At least we think we do. Continue reading “Contrast Makes You More Persuasive”…