Building and wielding influence creates a unique kind of gravitational pull with clients and prospects. Robert Cialdini, through his decades of behavioral and social science research and foundational ...

For as long as there have been people, there have been those looking to persuade others to purchase a product or service. The science behind sales requires you to have a good understanding of people.

While plans provide direction, commitment drives consistency, tenacity and victory. Commitment means not running from problems, embracing changes and continuing to soldier on even in the tough times.

Your dream customers aren't that different from everyone else. They respond to the same psychological triggers that Dr. Robert Cialdini uncovered in his bestselling book, Influence, first published in ...

In my last post, I spoke about the status quo bias. Essentially, this is the bias that leads to our general tendency to get stuck repeating the same behaviors and decisions over time, rather than ...

Although I’ve staked my reputation on claiming that there are six universal principles of social influence—Reciprocity, Liking, Social Proof, Authority, Commitment/Consistency, and Scarcity—new ...