Influence & Negotiating

Overcoming Phone Phobia: Making More Contact Written by: Scott Dinsmore

Average Reading Time: 3.5 minutes

Have you ever been scared to approach someone? Maybe a prospect or even an interesting looking man or woman? We all have. Even if it's only an email we need to write, let alone a phone call or an in-person approach, we often put off contacting new and important people until the last minute possible, if ever. I call this Phone Phobia: The fear of making contact. But it doesn't stop at the phone. Phone Phobia covers any type of contact whether it's phone, email, snail mail or face to face. Why does this happen? We know deep down what needs to be done yet we often don't do it. We are intimidated, scared, insecure or simply lacking confidence. All for what? To avoid the ever-powerful...Rejection. That one word causes more stress and anxiety than most any other. As humans we crave acceptance and any thoughts or actions that could lead to the opposite are avoided like the plague. But what's the worst that can happen? Maybe you'll gain a little experience in handling an objection. Who couldn't use a little practice there? And that's if they turn you down. If you get a yes, then suddenly the world's at your fingertips. But how do we gain the confidence necessary to approach the people and prospects who are so potentially important to our futures? I have found an answer in two words: Making Contact. Here's the rule of thumb: The longer you wait between contact with a person, the more intimidating it is to make future contact.

Written by: Scott Dinsmore

Average Reading Time: 7.5 minutes

What do you think a pickup artist could teach a salesman? I bet you'd be surprised. I know I was. Can you think of a more crucial and technical sale than convincing a man or woman to go out with you, spend their time and maybe even locking lips? That sale can take a lifetime to master. A couple years ago when starting my investment business, a respected mentor and salesman recommended only one book: The Game: Penetrating the Secret Society of Pickup Artists. I laughed until I realized he was serious. Then I bought the book. He promised the techniques for picking up women were just as relevant for business relationships (well most of them at least...). A little common sense and discretion is required. It turns out that these days the author, Neil Strauss, does one-day workshops on social dynamics and rapport building for the likes of premier global management consulting companies and he charges top dollar. These guys are the cream of the crop when it comes to consulting and we can be pretty sure he isn't teaching them how to get a date. Understanding how to interact in social situations is crucial and this was a pretty entertaining (and very real) way to learn a few things.

Written by: Scott Dinsmore

Average Reading Time: 5 minutes

What's more likely to get you to buy something: a slick sales pitch or a friendly referral? It's no surprise that we'd all prefer to do business with someone we like and trust. And who couldn't use a reminder? Well a group of 150 entrepreneurs and I had the chance to make this a life motto when we heard Jim Cathcart speak at a Catalyst For Thought event in Santa Barbara last week. What followed was an hour-long energizing, motivating, belly laughing, masters education on how to live life. Jim's written 14 books on relationship selling and speaks, coaches and inspires behavior across the world. Yet we had him all to ourselves. He learned early in life that business should be an act of friendship and has guided his life accordingly. If that's where you start, there's no limit to where you'll end.

Negotiating a Fixed Price Written by: Scott Dinsmore Average Reading Time: 5.5 minutes When was the last time you were shopping for a pair of jeans and you told the clerk, "you'll have to do better than that" after seeing the price? My life experience would say that none of you have.  For some reason we feel like the number on a price tag is set in stone when we go to most shops--retail, grocery, etc. Well I have news for you. 95% of the time it's not. Those storeowners are using the rule of legitimacy on us and it's working--because it's been written and printed, we assume it's their best offer. Let's change that assumption.

How To Ethically Influence Behavior A few days ago I got the chance to interview Robert Cialdini, best-selling author of Influence: The Psychology of Persuasion and Yes! 50 Scientifically Proven Ways to Be Persuasive. Dr. Cialdini's work has done wonders for my interactions both personally and professionally. The...

Average Read Time: 6 minues Last week I had the pleasure of interviewing Roger Dawson, author of Secrets of Power Negotiating, after he saw my review a few weeks ago. Roger has earned the reputation of world-class negotiator from decades of life experience, teaching and writing. The tools packed in this interview were amazing. I hope you benefit from them as much as I have. Here are the questions we cover: 1. What has been the most consistently valuable and versatile technique that you've found in your years of negotiating? 2. What are your best tips for salary negotiation or pre-hire interview/job acceptance negotiating? 3. How do your techniques differ in the age of digital, online and virtual communication? 4. How important do you feel rapport, matching/mirroring, etc are in a negotiation? How would you employ these? 5. If your readers could only learn and use one of your techniques for the rest of their lives, what would it be?

Never Eat Alone: And Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi Pub. Date: February 2005, Bantam Books ISBN- 9780385512053 320 Pages Success Rating:5 Buy Never Eat Alone at AmazonWhy I Read this Book: Our lives and our success are directly related to the quality and quantity of the people around us. I have never seen a better guide for enhancing relationships than this.