I did a lot of research in writing The Skinny on the Art of Persuasion: How to Move Minds. One of my takeaways from all the research is the importance of keeping still - training yourself to watch and listen to the person across the table, the person you are trying to persuade. With time you can develop your senses to pick up on both verbal
I am currently writing a new book, The Skinny on Networking, and in preparation, I am reading every book I can find on the subject. One of the best is Keith Ferrazzi's, Never Eat Alone. Ferrazzi's premise is that the way to build a network is to help everyone you can achieve their goals. In this way you create a group of people who are then
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
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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