All too often we forget what is actually our role when it comes to selling. This is especially true when we're in the business of selling services, because in essence we're selling our expertise, which by design is hard to communicate to a non-expert. Regardless of what we're selling however, it is not about our expertise. In fact, our expertise is what gets us a seat at the table. Once we've been let through the door, our role as advisors is...
Introduction Influence and persuasion are among the most complex endeavors another person can undertake, and I've seen otherwise highly intelligent people fail miserably in this discipline, leading to detrimental results for themselves and their projects. Conversely - I've seen people of mediocre intelligence achieve outsized results based almost entirely on their ability to influence and persuade others. When it comes to understanding this...
Influence is a wonder drug With it you can do wonders. Help people achieve miraculous outcomes. Without it, you can do next to nothing. If you've ever tried persuading someone (and chances are you have) you know it's easier said than done. If you've tried to convince others to make a change (in your company for instance), buy what you're selling or simply do as you tell them you've probably been met with resistance. And most likely a lot of it....
