Entries by Mark Rodgers

How to Escape the ‘Either/Or’ Dilemma

“Either/or.” That’s a turn of phrase passed down from generation to generation of people trying — unsuccessfully — to persuade others. And it brings to mind such negative stereotypes as white shoes and plaid pants. But if you look at the phrase intelligently — and apply the psychology of persuasion — it can be transformed […]

Why ‘Yes Success’ Is So Hard for Some People

Many professionals take (at best) a mindless approach to persuasion. What I mean is that, either consciously or subconsciously, they simply assume that just because they’ve heard people say “yes” to them — and they’ve given the same response to others — they understand the complexities of attaining agreement. That supposition couldn’t be further from […]

Persuasion vs. Influence: What’s the Difference?

LinkedIn analyzed thousands of job postings and listed “persuasion” as one of the top five in-demand skills for 2019. But to the uninitiated, that term “persuasion” has negative connotations. After all, when someone says, “You’re not going to persuade me!” it’s usually spoken in defiance. Or a well-intentioned person might proclaim, “I would never try […]

Do You Wear a Halo or Horns?

What if the first impression you leave is far from angelic? If positivity is the halo effect, then the opposite impression must be the “horns effect.” Something about you is off-putting to someone else. And much like the halo effect, the horns effect can color your interactions with others. Here is a quick way to […]

How the ‘Halo Effect’ Impacts the Way We See Others

The “halo effect” — or, as it’s scientifically known, “exaggerated emotional coherence” — doesn’t receive the attention it should. The halo effect occurs when we judge others positively in one aspect of their lives (appearance, wit, charm, industriousness) and then apply positive feelings to them for other, often unrelated areas (problem-solving, leadership, sales prowess). Edward […]

How Resilient Are You?

What’s the single most important skill that a sales professional — and, really, all professionals — can have? This is a question I often ask workshop participants. And I often receive the usual responses: Product knowledge! Adaptation! Listening! When that happens, I nod as I move the conversation from person to person. When I finish, I […]

How to Battle Confirmation Bias

Confirmation bias is always at work inside our brains. Why? Because it’s human nature to seek out facts, statistics and opinions that we think prove our existing beliefs — even if those beliefs are incorrect!  In other words, we see things not always as they actually are, but as we want to see them. Here are three examples that convey […]