The PersuasionTheory Blog

Give Them Their Money’s Worth

Add More Value

I asked the man, “How much to repair it?” We ripped out the bar area in our home and needed to have the area carpeted. I had the carpet. He needed to install it and match it up with with the rest of the room. He gazed at the concrete floor. In less than five

Back To The Basics

rapport mirror images

Recently I noticed many of the salespeople I’ve been training have been skipping the basics. Instead of taking time to build the frame of the influence puzzle, They start quickly throwing pieces out there and trying to match them up to see if they match. That’s not good. It causes more work than necessary. The

Rapport Building Questions

rapport building questions

I was recently asked about rapport building questions. I don’t think about specific questions I ask to build rapport. I allow the context of the conversation lead my questions. A business context will yield different questions than a social situation. However, there is a structure specific to rapport building questions. They’re used by all great

How To Improve Sales Skills: Visualization

How To Improve Sales Skills

Want the easiest way to improve your sales skills? The problem, and solution, is all in your head. Sports psychology has been using visualization for years. It gained popularity in the 1980s. And it’s used by the best athletes in the world. Studies have shown: “The athletes who spent their time visualizing hit more of

Two Minutes Hate

Two Minutes Hate

“The next moment a hideous, grinding screech, as of some monstrous machine running without oil, burst from the big telescreen at the end of the room. It was a noise that set one’s teeth on edge and bristled the hair at the back of one’s neck. The Hate had started.” – from George Orwell’s, Nineteen