There was a book called “The Secret” that proposed a law of attraction. In essence, it was something like: if you can visualize your dream vividly, it will eventually come true. As an engineer, I can find a lot of loop-holes in that statement. What I want to discuss today is the REAL law of …
Typing people does\’t have to be hard. You aren\’t starting with zero information, even if you haven\’t met them yet. That is the secret revealed in this article.
I’m always looking for lightning-fast ways to type people into their correct personality temperament category. The reason is that once you have their personality temperament, you can simply look up their values in a table. Their \”values\” are the important part, because a prospect will only buy if what you are selling aligns with their …
Where does personality come from? And why is this an important question when it comes to sales and persuasion? Most people, if asked, will tell you that personality is learned behavior. And that seems to make sense, doesn’t it? When it comes down to it, humans are a learning species. We learn to walk, we …
Customer Secret #4 \”You look like a successful person… what guiding principles did you follow that led to success?” Salespeople are taught to ask prospects question, and if there was a good one to ask, this one would be be near the top of my list. The reason to ask it is not what you …
Customer Secret #3 Like Pavlov’s dog, that salivated when the dinner bell was rung, my spidy-senses become alert when I hear someone say a phrase that begins with the words: “I’m super excited… “ For example, I listen to a lot of podcasts, and this phrase is often expressed by the guest at the beginning …
