Entries by Mark Rodgers

Are You an Asset or a Liability?

It would not be a stretch to say that everything I needed to know I learned from the Harley-Davidson business. I was always a Harley guy. I grew up in an area where Harley-Davidsons were very popular, knew people who rode, and even in college many of my projects, papers and productions had something to […]

Practice Describing Things in Three Different Ways

Language skills are crucial for persuasion success. And the language you use depends on the situation in which you find yourself. Here is my suggestion: Practice describing common business situations on three different levels: straightforward, descriptive and sophisticated. For example, your past clients were: “happy” (straightforward), “delighted” (descriptive) or “elated” (sophisticated). The business conditions were […]

How to Understand the Ways People Think

In 1991, Guns N’ Roses simultaneously released a pair of albums, titled Use Your Illusion I and Use Your Illusion II. They aren’t talked about much about these days, but their titles can serve as a reminder that understanding how people think is crucial to your own successful persuasion efforts. I’m talking about cognitive illusions […]

The Three Pillars of Credibility

Tough to build and easy to lose, credibility ranks as one of the primary characteristics of a successful and persuasive professional. A basic determination of credibility can be found in the way you answer this question: Can people believe what you say? Credibility is influenced by three things: • Technical competency• Track record• Interpersonal skills […]

Your Favorite Website: IAmRight.com

One of my favorite sports pundits often say, “We all visit the same website: IAmRight.com.”  By that, he means we seek facts, stats and opinions that prove our hypothesis or our preconceptions. The person we hired is doing a fantastic job, the program we launched is performing exactly as intended or the product our team created […]

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 […]