If you want to be persuasive, DO NOT ignore your nonverbal communication

Hola Todos!

I’ve said it more than once and I will say it 100 times more:  “less than 10% of total communication is actual words coming out of your mouth.”  If you want to be persuasive, do not neglect non-verbal communication.

In an excellent post that I had to share, Julie Bawden Davis detailed “5 body language poses that can sabotage your success.”  Item #4 on the list is eye contact and of all the non-verbal communication we give, I have always stressed that eye contact is the most critical.

Check out all 5 today…

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

 

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

Some Nuggets on Professional Selling

Hola Todos!

I am happy to say that I’m teaching Professional Selling again this fall semester so one would expect to see a few more selling nuggets over the next few months on DigNuggetville.

To begin, everyone needs to be persuasive in some way, shape or form but perhaps sales people need to more consistently polish their persuasion skills.  A recent article from Inc Magazine highlights 7 Things Really Persuasive People Do.  Item #2 – listening – is 100% spot on.

Second, Gary Vaynerchuk’s (CEO and founder of Vayner Media) most recent post is on storytelling – a passion of mine.  The best sales people do not just hammer features, advantages and benefits – the best sales people do a spectacular job of telling the story of the value proposition.

Finally, Professor Greg Marshall, one of mentors and the author of the sales text we are using this fall semester, is organizing an excellent session titled “Aligning Sales with Marketing.”  The session is sponsored by the American Marketing Association and will be held in San Francisco on October 3rd & 4th.  For those of us who cannot attend, Greg created an excellent podcast that highlights a few of the key nuggets that will be discussed in the session.

All of the above are great nuggets to add to your journal today…

Best regards,

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

 

Excellent Persuasion Takeaways

Hola Todos!

Persuasion is a linchpin in so many verticals: leadership, networking, selling, teaching, etc – so it is not a surprise that I search for excellent persuasion nuggets 24/7.  I love the Harvard Business Review podcast and yesterday, Jonah Berger of The Wharton School at the University of Pennsylvania was on to chat about his book Contagious: Why Things Catch OnI have blogged about Professor Berger in the past and Contagious is on my suggested books for the summer.

Check it out when you get a chance as I guarantee there’s a persuasion nugget or two for you today.

Best regards

Dr. Dan-o

 

Daniel M. Ladik, Ph.D.,

Associate Professor of Marketing

Stillman School of Business

Seton Hall University

 

 

 

Persuasion: Tell people what is in it for THEM

Hola Todos!

While reading through my inbox today, I came across an excellent quote from Philadelphian Benjamin Franklin:

“If you would persuade, you must appeal to interest rather than intellect.”

This not the first quote on DigNuggetville nor do I expect it to be the last from Big Ben.  Mr. Franklin’s quote reminds me of one of my top nuggets or takeaways from my Principles of Marketing class:

“Tell people what is it in for them, because if there is something in it for them, they will be interested in what you have to say.”    

In sum, if you want to be persuasive, appeal to the individually personally – it’s better then using pure logic or an argument.  Wikipedia’s persuasion entry has an excellent round-up on persuasion ideas and theories.

Something to check out today…

Best regards,

Dr. Dan-o