business

What does likeability have to do with influence? Everything. For instance, when was the last time you left your child with someone you didn’t like? How many times do you buy from someone you despise? When did you follow a dislikeable person’s instructions? How much do you listen to a person who pretends to be[...]

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Remember the days when success meant graduating from college, finding a stable job, starting at an entry level position and rising within the ranks, and retiring with a pension that supports a lifestyle you’ve become accustomed to? Sounds too good to be real – and it is. Gone are the days when you were rewarded[...]

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How Jealousy Can Be a Good Thing

by Karen Keller, Ph.D.

You’ve all heard the phrase “green with envy,” I’m sure. We’re taught that we should never be jealous or envious of what others have, but I don’t necessarily agree wholly with that statement. I think a little jealousy in our lives is a good thing. Here are just a few reasons why I think jealousy isn’t necessarily a bad thing.

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Smart business requires you to connect and network. You have the choice to align with people who can help you and people who won’t do much for you. Surprisingly, many people in business spend way too much time with people who don’t or won’t help them. Then they wonder why things aren’t moving forward for[...]

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Success in any arena depends on your ability to make excellent decisions. Solid decisions follow the guiding principles of your heart and your head. We are faced with decisions all day long: Saying “I do!” Making a purchase Believing what someone tells you Changing careers Starting a business And the list goes on. We make[...]

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It’s commonly known that the acronym KISS stands for “Keep it simple, stupid.” Well, I’ve gone ahead and modified it to be a little more effective by saying, “Keep it smart, stupid.” The KISS principle, while it shouldn’t be used every time in every situation, definitely has its place in the world of business. Where[...]

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Every person is a born leader with leadership skills waiting to be developed. You lead your life, your family, your friends, and your work colleagues. For centuries executives have stood in the face of confrontation and conflict. They are called to leadership action. They want to make a difference. Executives are designed to solve problems.[...]

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In the previous two issues of Influence It! Real Power For Women, you learned about the relationship between emotion and selling. This knowledge is critical in your ability to understand human nature, emotions, and persuasion. As the world-renowned neuroscientist Damasio showed, no decision humans make is based on rational thinking alone. So, let’s continue on[...]

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Triggers are alive and well for everyone! They are part of our memory, there to guide us and sometimes protect us. Triggers work by way of emotions. When we are exposed to a certain stimuli, and depending on our history, we experience a rush of emotion that tells us how to react. When you apply[...]

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Hot Buttons: The Heart of EVERY Sale

by Karen Keller, Ph.D.

Emotional triggers are at the heart of every sale. People decide first based on emotion, then they justify their decision to buy using logic. I challenge you to go a bit deeper than talking to your prospect’s mind. Today’s consumer is an educated consumer. They “see” through the hype. They aren’t impressed with all the talk.

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