Tag Archives: persuade

Storytelling, the Brain & Work Culture

I love the quote by the poet Muriel Rukeyser that says “The universe is made of stories, not atoms.” Humans live for stories. We learn from stories at home, school, from friends, and also very compellingly at work. Humans within a work culture are motivated by stories. Look at the famous founding myths of HP and Apple in the garages, of Fred Smith and FedEx, and ...

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Want to influence others? Stop being so rational!

Salespeople have known it for years. People buy on emotion and then justify their decision with facts and logic. That’s why the best salespeople always lead with an emotional “hook” before presenting the facts and features about their product or service. So why, as business leaders, do we usually get it bass-ackwards when trying to sell our ideas or initiatives ...

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