One Word to Yes

One Word to Yes

In Robert Cialdini’s book, Influence: Science and Practice, he analyzes the psychological impact of the word “because” on listeners. In 1978, Ellen Langer, a psychologist and researcher from Harvard University, performed a simple experiment on the word “because.” The...
Fearless Selling: Knowing the AEC Trigger Feature

Fearless Selling: Knowing the AEC Trigger Feature

In Robert B. Cialdini’s book, Influence: Science and Practice, he examines the psychological complexity of sales processes, and most importantly, how we get someone to say, “Yes.” A crucial concept to understanding these practices is the trigger feature, which...
Networking Strategies That Bomb

Networking Strategies That Bomb

The thought of networking can strike fear in the hearts of many, including some of the best business developers. A room full of unknown faces. An evening of uncertainty. What will you say? Who will you talk to? How long do I have to stay? These are just a few of the...