Your great sales pitch

We were discussing what “passive income” means – and whether it can damage your health – when news came through that a friend had the chance to “pitch” his idea to one of the Dragons from Dragons Den. Well done to Trine for that! And it got me wondering about the metaphors involved in “pitching”.…

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Infectious metaphors

As I mentioned recently, the habit of thinking in metaphor is so central to our everyday experience that we barely notice it. But the metaphors we use in our thinking have a huge impact on how we live our lives. Our metaphors influence our actions Do you think of life a constant battle? Are you constantly…

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Compare and contrast

“People think in metaphor.” That’s a routine idea in cognitive science nowadays, and it’s pretty central to what I do. It’s so important that I’m constantly playing with new ways of making the same point. One that’s been working well recently is to say, “People think by comparing and contrasting things. “Whenever we encounter something new,…

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How to use questions in sales

I blogged recently about the magic of questions – about their hypnotic power to direct people’s attention in specific ways. All quite interesting, my readers thought. But how, they asked, can this knowledge be applied, in real, practical terms? One way is to use questions to take people into particular emotional states, by focussing their…

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The magic of questions

Have you ever noticed how magical questions can be? And have you ever wondered how that works? Whenever we are asked a question, we instantly search for an answer: it’s almost a reflex action. And that gives questions – and questioners – phenomenal power. Because by asking the right kind of questions, you can direct…

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