Posts Tagged ‘Selling’

Why we need to rethink motivation and engagement

By Dan Gregory   For most of this discussion, I’ll be referring to the above Motivation & Engagement Model that I’ve borrowed from Colin James – colinjamesmethod.com.au.  I’ve used the words Motivated and Unmotivated in place of Colin’s “Active and Passive” – partly because it makes more sense in this context, but mostly so I can do…

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How to move from Storytelling to Story Doing

By Dan Gregory   It’s hard to argue against the power story telling wields as a tool of influence and persuasion. Indeed, it is one of the oldest and most revered of our communication tools, one that allows us to take mundane facts and pedestrian ideas and render them memorable, personal and pass-on-able. In fact, virtually every…

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How to say it so they can hear it

By Dan Gregory   “You can’t handle the truth!” So said Jack Nicholson in A few good men. And he’s right. The truth is; we are all delicate flowers wrapped in paper-thin skins, indulging unconscious (and occasionally conscious) biases and prejudices. Furthermore, to add insult to injury, half of us are below average intelligence! So, did…

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Influence: How to argue

One of the principle problems we face in an argument is that we get caught up in a “win at all costs” mindset. In other words, our survival brain takes over and we become driven by protecting territory and less concerned with achieving a successful outcome. However, if we want to be more effective, persuasive…

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