cialdini

1 min read 2021-10-22 16:42:51

Practical sales tips: Reach out and Follow up

During some of the many training workshops I have facilitated recently, the question of how to contact people – whether initiating a dialogue or

1 min read 2021-08-06 23:45:11

I am often asked which books I recommend on consulting skills. I’m asked both by people contemplating a freelance consultancy career and

1 min read 2021-04-02 23:00:20

One of the courses I am teaching is Employment Dispute Mediation in which I am essentially teaching the students how to mediate. We are at the

1 min read 2021-03-25 23:07:10

I have read many books on persuasion and influence. My favourites are those by Dr Robert Cialdini – and I recently made a short (10 minute) video

1 min read 2021-03-05 16:42:27

This short (12 minute) video runs through some key ideas on Influence – Cialdini’s six principles of the psychology of persuasion. (Video

3 min read 2021-01-19 04:29:23

The following is the opening to my new book, Persuasive Selling for Relationship Driven Insurance Agents. It’s my story about getting into

5 min read 2020-05-05 02:30:58

There’s been lots of talk about a “new normal” when we emerge from the Covid-19 quarantine. Some people long to go back to the way things were

3 min read 2020-04-28 01:30:48

It was sometime in 2003, Nancy Edwards, a coworker handed a videotape to my boss, John Petrucci, and me. Nancy had seen it during an MBA class she

3 min read 2020-04-14 03:00:22

Something I do when I’m on the treadmill is read on my Kindle or watch documentaries. I recently finished Quark Science on Amazon and the episode

5 min read 2020-03-10 03:00:01

I just celebrated my 12th anniversary partnering with INFLUENCE AT WORK, the organization headed up by Robert Cialdini, Ph.D. Cialdini, sometimes

2 min read 2020-01-28 04:35:22

Persuasion is more than changing hearts and minds, it’s about changing behavior. Aristotle said as much when he told the world persuasion was,

3 min read 2019-05-07 03:10:37

Mixed signals cause a lot of confusion. In business confusion in communication often leads to errors, delays and lost opportunities. It’s like

3 min read 2019-04-30 04:20:45

Like so many people, a coach had a huge impact on my life. For me that person was Todd Alles, the head football coach at Dublin during my high school

3 min read 2019-04-16 03:30:17

“I can calculate the motion of the heavenly bodies, but not the madness of people.” – Sir Isaac Newton I came across this quote while