“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in our way? First, the mere notion that emotions are the primary drivers of …
Tag Archives: leadership
The Powerful Sales Lesson in Katy Milkman’s new book “How To Change”
Instead of focusing solely on sparking or motivating change, we should also focus on partnering with change.
4 Powerful Traits of Truly Charismatic Leaders
In his recent work “Charisma, The Microsociology of Power and Influence”, sociologist Randal Collins provides a fascinating analysis of what makes someone truly charismatic.
savingface.blog turns 2 🎉
Huge thank you to everyone who has supported, read, or visited the blog.
Ways You Can Accelerate Your Negotiations — You Probably Haven’t Tried
If you negotiate right, you can be the most powerful person in a discussion. But traditional schooling does an awful job showing you it’s possible.
New episode on the Negotiate Anything Podcast: “How To Win More Through Emotional Intelligence”
I’m excited to share this new interview with Kwame Christian on Negotiate Anything, the top Negotiation and Conflict Resolution Podcast in the world, also ranked #6 among all management-related shows on Apple Podcasts.
How To Create a Strong Negotiation Culture Within Your Sales Team
It’s easy for management to blame salespeople when negotiations conclude with value left on the table. But what they often fail to realize is that selling and negotiating are fundamentally different skill sets requiring fundamentally different behaviors.
Want better E.I.? Start by understanding emotions
Much has been written about the power of emotional intelligence, including popular works by various experts such as Daniel Goleman, Chris Voss, Travis Bradberry, and others. Further, according to a 2013 study on the topic of emotional intelligence and sales, strong emotional intelligence is a trademark characteristic of high performers, especially those who can combine …
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3 key lessons from Deepak Malhotra’s The Peacemaker’s Code
It’s not every day a Harvard business professor and one of the world’s leading experts on negotiation decides to write a fiction thriller. So once I learned Deepak Malhotra was releasing just such a book I was eager to see the final result. Would it be insightful? Would it be entertaining? Was it possible to …
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Adam Grant and the art of persuasive listening
In his recent book “Think Again ” Adam Grant examines powerful ways to influence with others, especially those who are convinced their way is best. In explaining how we can foster greater interpersonal rethinking, Grant describes how doctors and counselors often use a technique called motivational interviewing to spark impressive rates of attitude and behavior …
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