Persuasion & Influence Psychology Advice For Entrepreneurs

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Taking a tagline from an infamous video game* (Timesplitters, for those that are interested) might seem like a strange way to start a post about selling skills. In fact though, that single sentiment says a lot about the situation we commonly find ourselves in when we’re selling, it outlines something many of us find difficult to overcome, something over which we can have no control, and it even offers a suggestion of how we should […]

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Email is consistently cited as the #1 ROI-generating marketing medium across many industries. So why isn’t it performing that well for you? With such minimal cost, it seems a waste not to optimize this medium as efficiently as possible. Before you consider anything else… and no matter how wonderful and persuasive the content of the email is… you absolutely must spend a good amount of time crafting a killer Subject: line. An email’s subject line […]

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The Sale Is About Your Client This week’s picks are client-centered, not salespeople-centered. Have you heard the saying “People don’t like to be sold but they love to buy“? I know that you -as a buyer- know how it feels. Right? But who do people buy from? The infamous advice that “people buy from those who know, like and trust” comes back to the forefront. Doesn’t it? So the next question would be: “How can […]

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All the decisions you and I make are based on the words we use, read, or hear. In the grocery store, out with friends, planning a trip online, and considering new software for your business… it’s all the same. Consider this: the spoken and written word dictates everything- from whether we buy walnuts or pecans at the store, to how we invest in our children’s education or a new car. We don’t make these choices because one […]

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This is the 1st weekly issue of “Weekly Picks” where I feature 5 useful articles from around the web that help you with your sales, speaking and presentation career. It’s All About Sales Communication, Isn’t it? Because “Every good speaker must learn how to use body language to advantage, for the body is an essential tool of communication“, Dr. Gary Genard teaches us “four ways you can use body language to speak with greater power […]

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Today I’m reviewing a fantastic book titled SOAR Selling by David and Marhnelle Hibbard. What is SOAR Selling and Why You Want to Pay Attention? If you are in the business of persuading people to buy your product or service then SOAR Selling is for you to read, practice, and internalize. SOAR stands for “Surge Of Accelerating Revenue“, and you want to explore this method if you want to experience an accelerated surge in YOUR […]

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Was there a time when you gave a presentation your best, I mean your very best, just to be faced with resistance that did not make sense and left you feeling down a bit? I know that was the case for me in the past when I was selling a product which was the first in its kind in the WORLD! It was way ahead of its time, just like how the iPhone was when first […]

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Imagine that … You are looking for an artifact that a friend gifted you long time ago. Imagine also that you remember that you put the artifact on a shelf in the storage room or basement. So you decide to go looking for it, dust it, and display it proudly on your desk. After opening the storage room door, you flick the light on just to realize that the bulb is not working. You decide […]

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Are you in a situation where you want to win the attention of your audience? Would you like them to remember you long after the presentation, or conversation, is over? Here is a true story … I must’ve delivered five hundred presentations to our clients, prospects, and partners back in my Information Technology sales career! Even though it was fun for me, I wasn’t sure it was for all my audiences! Why? Because it happened […]

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I will be very honest with you: answering sales objections seems to be hard, and the reason they do is because … First you were not handed a manual, at any point of time, which explains WHY people object. Second you were not taught in “sales school” how to answer objections. You were told “just do it”, and probably “follow the script”. Doesn’t work … I don’t blame you if you dread sales objections, secretly […]

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