In Episode #168 Ari speaks with Steve J. Martin, master of persuasion and Co-Author of The small BIG. During this interview, Ari and Steve cover the science of persuasion, the importance of ethics and the paradox of neutrality.
Fuel the Fire
Come watch Ari light-up the Drake Hotel in Chicago on Wednesday, August 5th as he delivers a rousing keynote speech for IPPA Business Excellence Conference: Fuel the Fire. This will be a great opportunity to watch Ari translate the lessons of Less Doing into terms business leaders can take to the bank.
Come watch Ari regale a roundtable of avid Helm Society listeners with the lessons of Less Doing on September 9th from 10AM to 2PM in New York City.
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Time Stamped Show Notes:
- 13:57 – Introduction of Steve J. Martin of
- 14:48 – How Steve got started in the art of persuasion
- 15:15 – Measuring the skill of sales teams
- 16:14 – Sometimes success is all about being in a good place at the right time
- 17:04 – There is no neutrality with influence and persuasion
- 17:38 – Be honest, be ethical
- 18:58 – Our response to being manipulated isn’t to the tactic used, it’s to the manipulator
- 21:43 – We want more of the things we can have less of
- 22:33 – Scarcity confers value
- 24:18 – Typically, following what others like us have done is an efficient way to make decisions
- 24:37 – Find shortcuts to make less decisions
- 26:40 – Beware of testimonials
- 28:12 – Knowing the principles of persuasion doesn’t empower you to avoid them
- 29:25 – Steve’s upcoming projects
- 31:04 – Small tweaks can lead to big effects
- 35:07 – What makes people want to give online businesses their contact information
- 35:23 – The give and take effect
- 37:19 – Steve’s Top 3 Tips to be More Effective
- 37:35 –Understand and learn the 3 keys of human motivation
- 38:48 – Do not dismiss the power of small things
- 39:45 – Be human
7 Key Points:
- Find shortcuts to make fewer decisions.
- Small changes can have massive impact.
- Scarcity convers value.
- We live in an information age—we do not live in a knowledge age.
- Never lose sight of your humanity.
- Luck plays a role in everything.
- Be honest and ethical.
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