Tag: emotions

Advice from a World-Renowned Copywriter (Robert Collier Letter Book, Part 1)

I’m sitting at the dining room table, hand writing some of the sales letters from the Robert Collier Letter Book while my licorice tea cools off.

Robert Collier Letter Book, 6th Edition, with the library punch card
Robert Collier Letter Book, 6th Edition, with the library punch card

Collier was a direct mail writer, successfully selling all kinds of products during his career, including jewelry, tires, books, and clothing.

Hand writing successful sales letters like these helps to slow down and focus your brain, while Continue reading “Advice from a World-Renowned Copywriter (Robert Collier Letter Book, Part 1)”

Seeing is Believing

Millennials may think they’re a different breed.

Perhaps, the reasoning goes, because they grew up in a distracting environment… their brains have adapted to the distractions of our fast paced world!

"Brained" by Jose, Flickr, CC-By-2.0
“Brained” by Jose, Flickr, CC-By-2.0

I frequently hear, “Maybe this generation is different!”

Attempts to outlaw competitive sports or bullying rely on that same flawed belief — that somehow humans are reaching a new level of consciousness. Finally.

For all the drum-beating about “Science!” it’s amazing to see how many people Continue reading “Seeing is Believing”

10 Things I Learned from “The Obstacle is the Way” by Ryan Holiday

Much of what we think of as “persuasion” is really “motivation.”

The secret to “motivating people” is to find what already motivates them, and to tap into that. Because you’re not likely to change someone’s mind, and…

people aren’t going to work against their own happiness.

"The Obstacle is the Way" by Ryan Holiday
“The Obstacle is the Way” by Ryan Holiday

A great way to tap into existing motivations is to frame your argument in a way that encompasses the interests of each group. Continue reading “10 Things I Learned from “The Obstacle is the Way” by Ryan Holiday”

“Verbal Judo” and 10 Things You’ll Learn from George J. Thompson

People hardly ever say what they mean. Most people are driven by emotions, especially in highly-charged circumstances. Their words reflect those emotions, even if they act otherwise.

The kid (or coworker) that grumbles throughout a task — is still doing that task (even though she’s not framing it in a positive way).

"Verbal Judo" teaches you to redirect verbal aggression as a Professional
“Verbal Judo” teaches you to redirect verbal aggression as a Professional

The spouse, during an argument, who throws out the incorrect idea that Continue reading ““Verbal Judo” and 10 Things You’ll Learn from George J. Thompson”

10 Things You’ll Learn in “Win Bigly” by Scott Adams

Way back in 2012, my wife and I traveled by Amtrak train to Chicago to visit some friends. Between card games in the bar car and beautiful scenery out the window, I read a book about Negotiation.

I was interested in making more money. I wasn’t sure how to ask or even if I was in the right profession. Continue reading “10 Things You’ll Learn in “Win Bigly” by Scott Adams”

Better Sales with Stephen R. Moore
(Persuasion Play Podcast 001)

Stephen R. Moore sat patiently across from me while I fidgeted with my mobile phone. I didn’t know how my first podcast was going to turn out. I was trying to keep my nerves under control, play it cool, and not waste his time.

Stephen is a leadership and sales coach, helping corporate clients in the car industry get better customer satisfaction and results. His cooperative, Leadership3P, pulls in over $600,000 every year.

His time is valuable, to say the least.

We were already off to a rough start. My plan to

Stephen R. Moore, the Uplifter
The Uplifter was an inspiring first podcast. I am eternally grateful!

meet in a quiet library didn’t work out due to a national holiday (A sincere thank you to all of our nation’s military veterans for your service).

I hadn’t made a backup plan. In my scramble to find a new location, I chose what must have been the loudest coffee shop in miles. Continue reading “Better Sales with Stephen R. Moore
(Persuasion Play Podcast 001)”