by Franklin Wordsmith | Jan 2, 2018 | Neuroscience
I came across the Consistency Principle years ago, without knowing it, when reading about sales techniques.It was embedded in the method used — ingeniously in its time — by Encyclopedia Britannica door-to-door sales reps. When someone came to the door,...
by Franklin Wordsmith | Dec 26, 2017 | Neuroscience
Have you ever felt that people were ignoring you because they weren’t looking at you when you spoke?Or they were looking at you too much and it made you uncomfortable?Or they stepped back when you leaned in?Chances are good you were dealing with someone whose...
by Franklin Wordsmith | Dec 12, 2017 | Persuasion
When preparing a program for the Healthcare Businesswomen’s Association on LinkedIn clinkers, I did a lot of research. What I discovered was more tactical than strategic. Let’s include some big thinking to avoid big mistakes!The blessing and curse of the...
by Franklin Wordsmith | Dec 5, 2017 | Persuasion
The first time I spoke on the topic, I asked the crowd, “What comes to mind when you think of the dark side of persuasion?” They shouted out. “Controlling.” “Manipulative.” “Tricking people into doing things they don’t want to do.” “Pushy.” I shared my definition of...
by Franklin Wordsmith | Nov 28, 2017 | Culture, Persuasion
Have you heard the old joke about how many psychiatrists it takes to change a lightbulb? One: but the lightbulb has to want to change.How many times have you felt you were dealing with dim bulb employees or colleagues? (It has to be their fault, right?)Let’s take some...
