After 42 years of futility, after one of the worst natural disasters in U.S. history, and just a few years after fans wore bags on their heads, the New Orleans Saints are today the best team in football. To me, the story is a metaphor for the principle of never giving up on your dream. Somewhere in our hearts we all harbor a serious
Whereas most people buy at some emotional level (and then justify their purchase with logic), it is the process of persuading a person to buy that I want to discuss today. Ironically, many salespeople (or other persuaders) lose a sale because they let their emotions get in the way of a well-conceived plan. Specifically, I think many people
Sometimes we can be tone deaf - we just don't hear ourselves the way others do. Recently I was representing the buyer of a building. The seller could not tell my client and me enough times that he really did not care if the building sold or not. Seller: "I'm happy to hold for ten more years if I don't get my price." And yet all the
In researching my next book, The Skinny on Moving Minds: Mastering the Art of Persuasion, I have read everything I could find on the subjects of persuasion and influence. None of these books or articles touch on a subject that I think is critical: knowing when to stop talking! Almost all of us love the sound of our own voices. What's more,
I started out my legal career as a litigator. For years I read every book I could find on trial practice and technique. One message kept coming to me loud and clear: to be effective in a courtroom, you need to prepare … and then prepare again. I have carried this message with me into my career as a business attorney and businessman.
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