The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops. The effect is based … Continue reading →
This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one. The essential point is that when a person makes … Continue reading →
Remember those schoolyard encounters when kids vied with each other to prove they were the reigning subject matter experts? “I know more about the Yankees’ batting averages than anyone here!” It took only two words to challenge those self-serving claims … Continue reading →
If you’re like most successful agency owners and executives, you want your agency to stand out from the thundering herd of competitors — the rank and file of agencies making bland pitches to prospective business clients. The first step is … Continue reading →