Posts Tagged ‘influence’

Origins of Wind and Selling…

Friday, May 14th, 2010

It’s early morning and daughter, Abbie jumps into bed with my Princess Bride and I.

“Mom & Dad, do you know where the wind goes when it blows by? And, where does it come from in the first place?”

My wife is silent. I get the science questions, so my two ladies look at me and I reply.

“Where does the wind come from? We’ve been told not to talk about that.

The laughter dies down. I catch an elbow from the wife and I reach for the notepad next to our bed to write this thought down. A thought that piggybacks on my joke.

“What are they not talking about in selling during your sales training?”


Language is the answer and it’s a big deal. See, the use of persuasive language strategies is the most neglected area of any sales training (and leadership and management and customer service and on and on).

GOT INFLUENCE? If not, send me an email and I’ll respond with a little paper on some big language tips.

The focus of all these forms the future of selling. It’ll be found in my next book, The Secret Language of Influence. Stay in touch for more tips to come.

One more thing, I’ll be covering this as part of my sales training presentation at The American Society for Training & Development’s International Conference next week. Have a peek at the details (Wed, May 19th).
Sales Training What’s Missing?

(Hilarious) Good at getting your meaning across?

Tuesday, April 13th, 2010

Every year, English teachers from across the country can submit their collections of actual analogies and metaphors found in high school essays. These excerpts are published each year to the amusement of teachers across the country.

Here are some recent “winners…”

His thoughts tumbled in his head, making and breaking alliances like socks in a dryer without Cling Free.

She grew on him like she was a colony of E. Coli, and he was room-temperature Canadian beef.

She had a deep, throaty, genuine laugh, like that sound a dog makes just before it throws up.

Her hair glistened in the rain like a nose hair after a sneeze.

The hailstones leaped from the pavement, just like maggots when you fry them in hot grease.

John and Mary had never met. They were like two hummingbirds who had also never met.

The ballerina rose gracefully en Pointe and extended one slender leg behind her, like a dog at a fire hydrant.

He was deeply in love. When she spoke, he thought he heard bells, as if she were a garbage truck backing up.

Whoa! Great entertainment, graphic images, but a painful expose’ on how poorly people communicate today.

How well do you get your meaning across? Linguists would identify your language as either “well-formed” or “poorly-formed.”

Be on the lookout for my new book, The Secret Language of Influence, later this year. Gain GREAT communication skills and improve your ability to lead, manage, sell, and most importantly, work with your personal relationships.

Anyone signed up for my ezine at will get first notification of the book launch.

The Concept of Selective Selfishness, Marriage & How to Start 2010

Monday, January 4th, 2010

My nephew David Guthrie the 3rd (and grandson of David Maximus Guthrie) just married Katie this past holiday weekend.

Wedding Ring

Wedding Ring

During the reception I gave the bride a tip about the perfect time to be selfish in a new marriage.

I pulled my wedding band off my finger and showed it to her – a ring of triangles, alternatively facing up and down as you see in the image.

The bottom points of the triangle represent me and my Princess Bride Wendy. The highest point represents God. ∆

My job, our job, is to WORK ON OURSELVES FIRST, to do what we need to do in order to get closer to God. In doing so, we end up closer to each other. We have then brought to our partner the best possible person we have to offer. That’s a great alliance of love and smarts.

This concept of Selective Selfishness works anywhere you are determined to improve your performance.

It applies to your business life: How are the influence skills you bring to the table?

It applies to your personal life: How well do you offer a better person to your friends and family?

Selective Selfishness – what do you need to work on? You alone are responsible for you success, your growth, your wisdom and knowledge.

Let’s get Selectively Selfish in 2010!