Burgz81

10 Flips | 1 Magazine | 7 Likes | 4 Following | @Burgz81 | Keep up with Burgz81 on Flipboard, a place to see the stories, photos, and updates that matter to you. Flipboard creates a personalized magazine full of everything, from world news to life’s great moments. Download Flipboard for free and search for “Burgz81”

How to Influence People with Your Ideas

One of my young clients, let’s call her Julie, is on a mission. Julie has an idea, one that has been gestating in her mind for quite some time, but now she realizes that for her idea to have any impact at all she will have to “go public” with it. Julie believes there are countless intelligent, …

How to Get Customers to Value Your Product More

A Columbia undergraduate travels deep into the bowels of Schermerhorn Hall, home of the Motivation Science Center’s underground laboratories. (We would actually prefer to have windows, but what can you do?) He comes here to fill out a few questionnaires in exchange for $5. When he is finished, he’s …

How to Listen When Someone Is Venting

Disclaimer: It’s probably not a good idea to read this before you eat.<p>I still remember how it felt when, as a medical student, I drained my first abscess in a patient. We called the procedure “I & D” which stands for “Incision and Drainage” (I told you not to read this just before you eat).<p>When you …

Surprise Is Still the Most Powerful Marketing Tool

Life has never been more predictable.<p>Yelp provides an early-warning system for dining out, by helping us avoid bad restaurants and alerting us to must-try items at good ones. Facebook lets us investigate a potential romantic interest before the first date. Turn-by-turn instructions from Google Maps …

The Secret to Effective Motivation

An interview with <b>Heidi Grant Halvorson</b> and <b>E. Tory Higgins</b>, authors of <i>Focus: Use Different Ways of Seeing the World to Power Success and Influence</i>. For more, see the article Do You Play to Win–or to Not Lose?<p>SARAH GREEN: Welcome to the HBR IdeaCast from Harvard Business Review. I’m Sarah Green. I’m …

Why Customers Don’t Buy

The real enemy of salespeople today isn’t their archrivals; it’s no decision. That’s according to the several hundred business-to-business salespeople I conducted recently.<p>What is it that prevents a prospective customer from making a purchase even after they have conducted a lengthy evaluation …

Gain Competitive Advantage—by Questioning Old Habits

Top 10 Motivational Books of All Time

Every business library should include at least one of these gems.<p>In previous posts, I've identified the most influential business books of all time and the best sales books of all time. In this post, I list the books that drive readers to change their lives, improve their lot, and build better …

Motivation

Try This Proven 3,500-Year-Old Sales Secret

Everyone has to sell something, sometime, even if it's just an idea. Here's a proven 3,500-year-old technique for making the sale.<p>Ah, the occupational hazard of being a pushy New Yorker--I am always trying to evangelize my point of view or lobby for position. Of course, I used to do it the hard …

Social Media