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What to Reveal and What to Conceal When Making an Irresistible Offer

What to Reveal and What to Conceal When Making an Irresistible Offer

August 30, 2020 Colin Theriot No Comments

“The greatest concubines in history knew that everything revealed with nothing concealed is a bore.” – Geoffrey Beene, Born Aug. 30, 1927. When it comes to sharing invaluable information with your audience, give away as much as you can. Ideally, give away what others try to sell. Drown people in quantities of quality… But always…
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influence, Persuasion, Psychology, Quote

When People Are Driving in Circles, They’ll Pay a Toll to Take Your Exit

When People Are Driving in Circles, They’ll Pay a Toll to Take Your Exit

August 29, 2020 Colin Theriot 5 Comments

“As people are walking all the time, in the same spot, a path appears.” – John Locke, Born Aug. 29, 1632. People are not that different. We all think we are unique snowflakes, but humanity is a blizzard. While there are always exceptions, we are built the same way, and we have similar lives. Routine….
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Persuasion, Psychology, Quote, Selling

Let’s Presume You Are Already Good At Persuasion…

Let’s Presume You Are Already Good At Persuasion…

August 28, 2020 Colin Theriot 1 Comment

“If you treat an individual… as if he were what he ought to be and could be, he will become what he ought to be and could be.” – Johann Wolfgang von Goethe, Born Aug. 28, 1749. Here’s an easy trick that many persuaders and influencers overlook. Our kind of communication is very audience-focused. We…
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influence, Persuasion, Psychology, Quote

Stories Allow Us Safe Exploration Of Dangerous Futures

Stories Allow Us Safe Exploration Of Dangerous Futures

August 24, 2020 Colin Theriot 1 Comment

“Human beings love stories because they safely show us beginnings, middles and ends.” – A. S. Byatt, Born Aug. 24, 1936. The key part of this quote is the word “safely”. What we allow people to do with persuasive communication is a bit of virtual reality. A bit of lucid dreaming. We allow people to…
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Persuasion, Psychology, Quote, Selling, Writing

How To Create Fear and Use It To Guide People’s Choices

How To Create Fear and Use It To Guide People’s Choices

August 20, 2020 Colin Theriot No Comments

“The oldest and strongest emotion of mankind is fear, and the oldest and strongest kind of fear is fear of the unknown.” – H. P. Lovecraft, Born Aug. 20, 1890. There’s a cognitive bias all humans have called “the Ambiguity Effect”. Fancy science says: It describes our tendency to avoid choosing options for which missing…
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influence, Persuasion, Positioning, Psychology, Quote

Warping Time to Persuade People With Ghostly Voices From the Past

Warping Time to Persuade People With Ghostly Voices From the Past

August 13, 2020 Colin Theriot 1 Comment

“The past speaks to us in a thousand voices, warning and comforting, animating and stirring to action.” – Felix Adler, Born Aug. 13, 1851. All decisions are made in the present moment. And we are deciding our future. But if you can make a decision feel like a culmination of the mistakes and lessons of…
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influence, Persuasion, Psychology, Quote

Sell By Making the Prospect Emotionally Hungry, Then Offering a Feast to Satisfy Them

Sell By Making the Prospect Emotionally Hungry, Then Offering a Feast to Satisfy Them

August 12, 2020 Colin Theriot No Comments

“We see that every external motion, act, gesture, whether voluntary or mechanical, organic or mental, is produced and preceded by internal feeling or emotion, will or volition, and thought or mind.” – Helena Blavatsky, Born Aug. 12, 1831. In the field of copywriting, there are a ton of tactics that are meant to help sellers…
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influence, Persuasion, Psychology, Quote, Selling

What To Say To Get People To Like You (By Getting Others To Hate You)

What To Say To Get People To Like You (By Getting Others To Hate You)

August 11, 2020 Colin Theriot 4 Comments

“When someone comes along and expresses him or herself as freely as they think, people flock to it. They enjoy it.” – Joe Rogan, Born Aug. 11, 1967. If you want to gather attention around yourself in a given arena or industry or market or field, find the popular thoughts and beliefs that are unpopular…
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influence, Persuasion, Positioning, Psychology, Quote

Selling From the Seesaw of Logic And Emotion, Reason and Belief

Selling From the Seesaw of Logic And Emotion, Reason and Belief

August 7, 2020 Colin Theriot 1 Comment

“Those who believe without reason cannot be convinced by reason.” – James Randi, Born Aug. 7, 1928. Let’s twist this one around a little. Let’s say that if you can get someone to believe in your claims – not by reason, but by emotion and gut feeling – then no amount of reason can talk…
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influence, Persuasion, Psychology, Quote, Selling

How to Obligate *Willing* Reciprocity in Potential Prospects

How to Obligate *Willing* Reciprocity in Potential Prospects

July 25, 2020 Colin Theriot 5 Comments

“There is sublime thieving in all giving. Someone gives us all he has and we are his.” – Eric Hoffer, Born Jul. 25, 1902. Cialdini called this the “Law of Reciprocity”, triggered when you do a favor for someone unbidden. They then feel a strong obligation to return the favor. We don’t like being forced…
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influence, Persuasion, Psychology, Quote, Selling

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