It’s really not.  It’s actually even a fallacy.  A fallacy of choices, aka false dilemma.  You may have read or heard it called a false dichotomy.  In layman’s terms?… the either-or fallacy. 

Would you rather?  Have all the questions?  Or, have all the answers?

What’s that you say?  Well, when I pose the question this way, it only presents two options.  So, while you’re trying to figure out which one I want you to say  (possibly so you can say the opposite and present your argument that way,) I’m chuckling to myself that you have allowed me to box you in.

Chuckling, because you should recognize this tactic as soon as it leaves my mouth.  Even if you don’t know all of the technical terms, you should feel it as something that limits you, or corrals you. 

On the other hand, all people desire this some of the time.  Even I want this, sometimes.  When I talk to an expert, I want them to narrow the choices down for me and based on the information they have gathered, give me what they feel are the best two choices, then hand it off to me to decide.  I don’t want a million options.  Just give me two.

And, the person you’re persuading does, also.  So, do your homework, then do it for your customer, then give them two choices. 

Don’t worry, if they want more, they’ll indicate this to you, some how.  A look, a sound, a movement, or a blatant question of “what else are my options.”  Then, don’t do like some people and give a bold extreme option to move away from and make the first two look good in comparison, give them what you now think they would need, want or would like to hear.

Here’s an interesting side note.  Doing a Compfight.com search of “middle ground” for Flickr.com photos to use for this post results in almost only pictures of military maneuvers.  Hmmmm…

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You’re either part of the solution or part of the problem.  -Eldridge Cleaver

Over time it’s going to be important for nations to know they will be held accountable for inactivity,” he said. “You’re either with us or against us in the fight against terror.  -George W. Bush

OK, OK, one from both sides of the fence, just to be “fair.”

The hottest places in Hell are reserved for those who in time of moral crisis preserve their neutrality.  -John F. Kennedy

Photo Credit:   By Julia Manzerova Julia Manzerova on Flickr.com

Comment Schmomment is designed, specifically, for someone interested in perusing what I’m into.  Surely, I can’t be the only one out there who is interested in what others have to say.  ;)

Also, it’s a great way to re-purpose my obsessive compulsive habit of saving for the sake of saving my comments posted on others’ posts!

Have a look-see…

How to Be Successful When You Can’t Plan Ahead on Stepcase Lifehack by Mike Brown of the Brainzooming Group

“15, count them, 15 ways to be successful when you can’t plan ahead!  The one I do the best, already?  Gauge your progress, adapt, and keep going.   The one I need the most?  Develop mini-plans.  Thanks for listing these!  Everyone needs reminders.”

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Joe Hobot’s Stephen Colbert Takes on Social Networking Sites on MWD.com

“Very funny video, Joe.   Nice find.   Thanks for sharing.   Who knew technology could be so funny?!   This Stephen Colbert video proves it can be done.”

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Seamus O Riley’s I didn’t Do It on his aptly titled Statement Analysis blog

“I am commenting on this post not only because it’s very interesting, but also because I want people who know me to know that I’m not the only one who appreciates this level of analysis as I am frequently accused of over analysis.”

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Photo Credit:   By SSaresky No real name given on Flickr

Welcome back to Friday Shout Out. On Fridays, I highlight some of the Web and Social Media Messages I enjoyed giving a hoot about. Whether I retweeted them, starred them in Google Reader or used them as a resource in a blog post, you can now follow those I re-sourced, re-purposed, and referenced.

First, from this site.

On Monday, I talked about the Greek figure of speech, paraprosdokian.  Paraprosdokian is a very common part of humor.  I referenced these three websites, but I found many more useful results in Google (ambiguity of “many more useful results” intended for humor and is not acknowledged as a paraprosdokian.)  I referenced Grace O’Connell’s Paraprosdokian and Graden Path Sentences, Michael Hacker’s Paraprosdokian, and Heather Hollick’s Shoeless Paraprosdokian. 

Grace’s website is titled, Grace O’Connell’s writing in Toronto.  She writes fiction (short and long).  Her blog is the place where she writes about books, the writing process, and all the ups and downs of a literary life.  She states that thoughts and comments are always appreciated.  Lot’s of great stuff there.

Michael’s website is titled, Silent Schwa just like normal schwa, only quieter.  I’d like to point out he is originally from Iowa, but has lived all over the the United States and Asia, and currently resides in the Valley of the Sun.  He’s been a language nerd for most of his life, and his site is his online sketchbook of all stuff languagey.  (At least all the stuff that interests him.)  Anyone from Iowa is a friend neighbor of mine of similar origin as me. 

Heather’s blog is titled, It Seems To Me.  She would like to welcome you to her little corner of the world.  This is the place where she muses and rants on things that interests, intrigues or annoys her.  She places a high value on diversity of thought and counter opionions so it is important to her that visitors there provide your own feedback and reactions to the ideas presented.  And, I quote, “Your input is expected.”  There, she said it! 

Now, on to my Google Reader Starred and/or Shared Items.

You’re going to love Report: YouTube Promotes Smoking As Tobacco Industry Posts Without Restriction (housing RotorBlog.com), authored by Megan O’Neill. That’s where I found the following Youtube video. Enjoy this, then visit the original article site for the other video that accompanied the Flintstones video.

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Photo Credit: stevendepolo on Flickr

Goofy | I don’t know of a top sales person that doesn’t have a great sense of humor.  Mainly, I think, because I would avoid them to begin with.  A sense of humor comes in real Handy.  Especially, when laughing off rejection.  In How to Get Common Ground, I talk about one easy way into humor.  And, it’s the same thing that Keith Cronin calls the language of the cinema. 

Basically, him and I put out the idea of quoting movies.  Particularly funny ones, at that.  We both basically invented doing this.  How funny is that?

But, seriously, folks, there is a saying that if you can make a girl laugh, you can get her to do just about anything.  The same is true for persuasion, influence and their application…sales. 

If you can make a girl laugh, you can get her to do just about anything.

Now, I’m not going to go into the specifics of the exceptions to this rule, you get the point.

If you aren’t funny, and most of you aren’t, then you’re screwed, basically.  But, you can still become more funny than you already are.  For some of you, this is as simple as staying silent during moments you’d normally say something and immediately afterward notice you lost them.  Lost in translation, I guess.

For those of us capable of learning, pick up Comedy Writing Secrets, The Comedy Bible, and any book in the comedy writing section of Amazon.com.

If all else fails and you can’t become well-read, watch a bunch of movies and become well-watched.

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And, now for a 2nd helping. Open wide.

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Greek Figure of Speech | paraprosdokian:  I’m about to let you in on the biggest secret I have…not.  Why would I do that?  I don’t know either.  Get a clue. 

Groucho Marx was pretty good at this pattern…according to Wikipedia, anyway.

For More examples and the definition, read Grace O’Connell’s Paraprosdokian and Graden Path Sentences or Michael Hacker’s Paraprosdokian.  If you still don’t get it, read Heather Hollick’s Shoeless Paraprosdokian.

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Not exactly biased source of quotes:

Here’s how to keep us separate.  It’s Deep Thoughts by Jack Handey.  It’s shallow thoughts by Jade Handy.  -Jade Handy

Photo Credit:   By margolove Margo Conner on Flickr

Bang POW – look who’s creating WOW!

Each week, we are offering up a Language Hacker Award (or three) for those that have exhibited the expertise to exercise with excellence the exegesis of expression. 

This is the best of what’s out there in terms of the demonstrated understanding of persuasive communication no matter the context and industry.  So, in other words, what I’m into and who’s into what I’m into. Hahmana hahmana,what?… I know. 

This week, we honor 3 language artists… 

Photo by Alan Light

Betty White.  That’s right.  Betty White.  For those of you jealous because she got the Cicero instead of you, just remember 1. She has probably influence more people than you.  2.  She is funnier than you.  3.  She has leveraged innuendo and double-entendre better than just about anyone. 

The Insider.comreports that “Betty White’s stint on “Saturday Night Live” got her an Emmy tonight at the 2010 Primetime Creative Arts Emmy Awards…”  But, this is the description from Mediaite.com that catapulted her into the Cicero, ““If there’s one thing I’m known for, it’s my muffin,” said Betty White on Saturday Night Live earlier this year, during a memorable guest-host turn that knocked the ratings out of the park.”  Notice the description of a self-description.  That Betty, she’s always in character!  What a character. 

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Jennifer Rotman.  After liking Jennifer’s articles at jrotman.wordpress.com, better known as Word Bang, I decided she is an excellent candidate for the Cicero.  You can search my blog for “jrotman” to find the recent referenced articles and my thoughts on them, and I can list her links here.  Audience: Know them, Feel them.  Change You Tune…Tone. 

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Wally Amos.  Famous for Famous Amos Cookies.  I remember him best for his motivational speeches where he quotes Goethe with (paraphrased) ”Until one is committed, there is hesitancy, the chance to draw back– Concerning all acts of initiative (and creation), there is one elementary truth that ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, then Providence moves too.  All sorts of things occur to help one that would never otherwise have occurred.  A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamed would have come his way.  Whatever you can do, or dream you can do, begin it.  Boldness has genius, power, and magic in it.  Begin it now.” 

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So, there you have it, the Language Hacker Award recipients on this day in history, August 15th, 2010

Comment Schmomment is designed, specifically, for someone interested in perusing what I’m into. Surely, I can’t be the only one out there who is interested in what others have to say. ;)

Also, it’s a great way to re-purpose my obsessive compulsive habit of saving for the sake of saving my comments posted on others’ posts!

Have a look-see…

Celestine “Celes” Chua’s 9 Ways to Tell if You Are a Self-Help Junkie and What to do About It on lifehack.org also, catch her on her celestinechua.com/blog/

As I scout these indications, I can barely admit to…all of them.  At some point in my life, I have definitely exhibited these traits and been a “self-help junkie.”  But, hey, I’ll take it over other vices any day.  That’s like saying I was addicted to health food.  Sure, it might put you in the poor-house, but, at least, you won’t be starving.

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Jennifer Rotman’s Audience: Know them, Feel Them on jrotman.wordpress.com, better known as Word Bang

Great short and concise article.  Great reminder of what our purpose should be out here on the world wide web.  You’re absolutely right.  It’s all about audience, message and call to action. 

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Chris Brogan’s Not Time Management on chrisbrogan.com

Raw.  Real raw.  I like it.  Although, you know, if this “It’s all about me” thing catches on, we might just see that our ego controls thee.  On another note, Gary Vaynerchuk mentioned in his web 2.0 speech that he recommends working tons of hours in order to do what we want to do.  I’m beginning to see a pattern here.

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*Pete’s Dirty Old Man on Flickr

Crap! He called my bluff.  I knew I shouldn’t have said “I”ll show you if you show me, but you show me first!”  Sometimes contingent offers backfire.  It’s the dark side of quid pro quo. #footinmouth

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Photo Credit:   By tim caynes Tim Caynes

This photo was taken on September 22, 2007 using a Sony DSC-W1.

Welcome back to Friday Shout Out. On Fridays, I highlight some of the Web and Social Media Messages I enjoyed giving a hoot about. Whether I retweeted them, starred them in Google Reader or used them as a resource in a blog post, you can now follow those I re-sourced, re-purposed, and referenced.

First, from this site.

On Monday, I talked about subordinate clauses of time, like “before.”  I referenced Doug O’brien’s Blog to do so.  His post was only about that, which he called time presuppositions.  There, he lists some simple spoon-fed examples.

Dan Pink made my blog, again, with my take on his autonomy talk.  I used it in context, as I often do, with the classic sales management line, “Either I work for you, or you work for me.”  I can’t believe the lack of articles on this operating philosophy.  I guess I’ll just have to me the big fish in the little pond for this Google search!

Thanks Tom Vander Well, for inspiring me to write Did Someone Say Kiss This Guy.  Boy did I have fun writing this one.  I tied a movie metaphor to things that sound familiar and single channel communication.

Now, on to my Google Reader Starred and/or Shared Items.

Posthumous Tweeting – No More Tweets In Heaven by Anita Nelson at Model Supplies.  “Juxtaposition: What if you had scheduled tweets very far in advance and then you died before the tweets had completed.  Your tweets would go on after you did, like Billy Mays commercials. Speaking from the great beyond. Leaving a tweet legacy.”

And, this video to boot!

What is Logos and Why is it Critical for Speakers?  by Andrew Dlugan is a really great read, and not a quick read.  Spend a moment on this one.  You’ll be glad you did.

Lisa Braithwaite made my day with Comic Sans and Helvetica Walk into Bar

He even talks about S.A.O.D.! Severe Acronym Overload Disorder.  He must have read my RSS This ASAP!

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Photo Credit: stevendepolo on Flickr

Here’s the actual lesson.

Just like when someone is blind, the other senses pitch in to help when communication is limited to certain channels, e.g. lack of visual senses leans on auditory senses. In the process, they become more developed and more sensitive. So, it’s not just more overtime they’re putting in.

Similarly, when you are persuading on the phone, the other person’s auditory senses heighten and amplify your auditory messages.

So, all the submodalities of sound, including your voice, volume, intonation, pitch, pace, speed, rhythm, resonance and alliteration, amongst many other qualities, take on whole new meaning.

The length of your sentences. The timing of your breaths. The number of words.

All of these qualities and much much more are taken into account when your brain is searching for meaning and coming up with what ever is there and putting it all together in a formula outside of but including the actual words you’re using to create the meaning you are attempting to create so that the number of messages being sent multiply by quatum leaps which is why it’s even more important to have your purpose in mind clear as a bell before you even open your mouth and say, “This makes sense on some level.”

So, the next time someone like Jimi Hendrix in a Purple Haze says, “Excuse me while I kiss the sky,” you get it.

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Photo Credit: YouTube, silly

I have heard this more times than I can count. If you’re not in sales, I’m curious whether or not you have.

Notice, it’s the Greek rhetorical figure anadiplosis that makes it catchy. That’s where the last word of the first thought is the same as the first word for the next thought.

“Either I work for you or you work for me.”

This mantra leverages the concept of freedom. Dan Pink in Drive, calls it autonomy.

It’s dreamy to think about your boss working for you. Gopher this, gopher that. “What can I get you?” “How can I help you do your job?” Right?

The other end of the stick is definitely motivating, as well. Not a new concept. Nope. Not a good concept in and of itself, either. But, none the less, effective.

Personally, I always loved to hear this from sales managers. I have even used this as a qualification during job interviews. They either respond with a twitch or a twinkle.

Go with the twinkle…

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And I particularly like the whole thing of being boss. Boss and employee… It’s the slave quality that I find very alluring. -Hugh Grant < impetus for qualifiying during the interview!

Manage by objectives. Tell people exactly what you want them to do and then get out of their way. -Brian Tracy

Manage by exception. Only require reporting when there is a deviation from the plan. -Brian Tracy

Reinforce what you want to see repeated. What gets rewarded gets done. -Brian Tracy

Too “motivational” for you? Let’s listen to Jack Welch, then.

Change before you have to. -Jack Welch #autophasia

Face reality as it is, not as it was or as you wish it to be. -Jack Welch

I was afraid of the internet… because I couldn’t type. -Jack Welch < That's funny. Look at me making fun of Jack Welch!

If you pick the right people and give them the opportunity to spread their wings and put compensation as a carrier behind it you almost don't have to manage them. -Jack Welch Dan Pink in Drive, for more clarification and specifics

The essence of competitiveness is liberated when we make people believe that what they think and do is important – and then get out of their way while they do it. -Jack Welch

Photo Credit: By @davestone on Flickr

Welcome to Smart Start À La Carte.  This is your à la carte path to linguistic excellence.  Each edition includes delicious nutritious ways to make an impression.  Some are simple specific spoon-fed examples that you can slide into your daily dialog. Some are a description or definition of a pattern, concept or category of persuasive communication with an example, of course.

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Subordinate Clauses of Time/Presupposition  |  “Before”:  I was just thinking, when I woke up, that before I wrote this post, I should flip through my Google Reader and get that that out of the way since I do that for a finite period of time (15 min.) vs. writing a post, which is not a set period of time.

You are reading how far I got with that.  But, before I bash myself entirely, I will say that I often use “before” when setting an appointment, e.g. “Before you make a decision, let’s get together and compare apples to apples…”

I use “before” when presenting, e.g. “…when before this came out, it was like pulling teeth just to get your customers in the door, now, with this widget, they’ll be lining up at the door like Black Friday at Wal-Mart!”  and “Before you decide to buy it, let’s take a closer look at how it fits your needs and actually gets you excited about using it.”

And, of course, use “before” when assuming the sale, e.g. “Before you put pen to paper, let’s just reconfirm that this is the right thing for you so that you’ll have made the right decision and 3 years from now when your business will have doubled, you’ll think back and remember this moment as the start of it all.” and “Before I leave today with the paperwork in hand, I just want to…”  You get the picture.

Some people say, “I could never say that.”  But, before you jump to conclusions.  Your business’ conclusion.  Let me just say that your customers are thinking about the steps they need to take and the things they need to do, before making a decision.  So, you better pace yourself into the picture.  “Pace” intended.

So, next time, before you think you don’t need to place yourself in the customers mind while they’re making the decision, just remember, they’ll be doing this naturally, with or without you. 

Then use it,… before your competition does!

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Before I refuse to take your questions, I have an opening statement.  -Ronald Reagan  #presupposition  #humor

I am the greatest, I said that even before I knew I was.   -Muhammad Ali

Photo Credit:   By cdw9 Chrissy Wainwright on Flickr

Bang POW – look who’s creating WOW!

Each week, we are offering up a Language Hacker Award (or three) for those that have exhibited the expertise to exercise with excellence the exegesis of expression.

This is the best of what’s out there in terms of the demonstrated understanding of persuasive communication no matter the context and industry.  So, in other words, what I’m into and who’s into what I’m into.  Hahmana hahmana,what?… I know.

This week, we honor 3 language artists…

Tony Robbins.  Few persuaders have had the impact of this giant.  He got his start in the motivational speaker world from legend, Jim Rohn.  He sold tickets for Jim.  Then he met and trained with some NLP (neuro-linguistic programming) insiders.  He persuaded himself to become the best at what he does and along the way persuaded many many many others to do the same.  Still, to this day, I am influenced by his KANI pitch.  And he backs up his claims with cold hard cash.  He has created an empire of seminar, media sales and endorsements.  Not to mention his consulting clientele which was at one time bringing in $1 million retainers!  Per year!  Per client!  That’s influence.

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Deborah Tannen.  I was recently exposed to Deborah by Mike Wagner (see side bar.)  How we never really crossed paths is beyond me.  A simple Google search results in “Deborah Tannen is University Professor and Professor of Linguistics in the Department of Linguistics.  She has published 20 books and over a hundred articles …”  I’m asking myself right now, “How is it we never really crossed paths?!”   OK, now I’m past that, already.  I like this quote of hers I found on Thinkexist.com,

Saying that men talk about baseball in order to avoid talking about their feelings is the same as saying that women talk about their feelings in order to avoid talking about baseball.

I like it more for the linguistic pattern, but the content happens to be accurate, as well.

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Joseph Sugarman.  Most of you don’t know who this is, but he is legendary in the field of copywriting.  He is know for his mail order and direct mail campaigns.  He is known to be among the first, or the first, to use toll-free numbers for credit card phone-in order.  And, all this, plus more, has been the impetus for his nickname, “the mail order maverick.”

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So, there you have it, the Language Hacker Award recipients on this day in history, August 15th, 2010

Unlimited Power : The New Science Of Personal Achievement

  That’s Not What I Meant!: How Conversational Style Makes or Breaks Relationships

Triggers: 30 Sales Tools you can use to Control the Mind of your Prospect to Motivate, Influence and Persuade.

Welcome back to Friday Shout Out. On Fridays, I highlight some of the Web and Social Media Messages I enjoyed giving a hoot about. Whether I retweeted them, starred them in Google Reader or used them as a resource in a blog post, you can now follow those I re-sourced, re-purposed, and referenced.

First, from this site.

On Friday, I wrote, Tech to Replace Talk.  In it, I referenced Steve McKee’s article, R.I.P. Travel Agents. Or not.Steve is the president and founding partner of McKee Wallwork Cleveland, an award-winning integrated marketing firm that helps stalled, stuck and stale companies return to (and stay on) the growth curve.

In Wednesday’s post, How Not to Care if They Buy, I said there’s a “yes” behind every “no.”  Frugal Joe expands this to the other side of the register when you are buying. 

Thursday, I was ecstatic to find Mark Suster had written on social proof recently, and applied it specifically to fundraising.  He is a walking talking example of how to apply this if you know his story. 

Now, on to my Google Reader Starred Items.

Anna Farmery brings reciprocation back into the limelight.  Amazingly, she ties reciprocation to the palindrome, “refer.”  Read on, reader. 

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Photo Credit: Flickr and stevendepolo

Comment Schmomment is designed, specifically, for someone interested in perusing what I’m into. Surely, I can’t be the only one out there who is interested in what others have to say. ;)

Also, it’s a great way to re-purpose my obsessive compulsive habit of saving for the sake of saving my comments posted on others’ posts!

Have a look-see…

Jeff Garrison’s Business is for Making Money on jcgarrison.com

Jeff, I like your style of writing in this post.  I love it when an author poses a frame, e.g. “business is for making money,” then takes me on a trip (“ask a happily married person why they love their spouse”) where I forget the original point, then ties them together, surprisingly.  It shows a deeper understanding of the lesson being taught.  And thank you for making your personal brand message “relevant.”

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Bill Prenatt’s Fixing Shortfalls in Sales on simplysuccessful-llc.com

2 things people love.  Questions and lists.  Combining both make for a great post.  Especially, when they center around “asking the right questions can make a big difference in your perspective, actions and results..”

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Photo Credit:    By Keith Marshall on Flickr

For example, if you value American Idol, you might be persuaded to purchase products from a company using Sanjaya, Simon Cowell, or even the mildly successful Carrie Underwood.

Another example, if people are “overborrowing” plastic utentsils from your cafeteria, talking about the majority of people who are honest is likely to have more impact than advertising how many employees are stealing just like you.

OK, now that I have set the frame for this, lets talk about one way you can apply this, immediately, if you are not already.  Sell something door to door, even if it’s just a fundraiser.  B2B, residential or whatever.  Preferably a small ticket item.   

OK, now let me tie these two concepts together.  Social proof and small ticket door-to-door, to be more specific.  If you are someone who buys things and someone comes in your door to sell you something, don’t you want to know you’re not the guinea pig?  For most of you, the answer is “yes.”

Let me explain, if it’s a small ticket item, 1. people assume you’re not going to get rich off of (A.) this one sale and (B.) off of them, 2. which presupposes others have purchased.

This is where the built-in social proof comes in and makes sense, finally.

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A truly strong person does not need the approval of others any more than a lion needs the approval of sheep.  -Vernon Howard < wow, Vernon.  Something tells me we all qualify for this.

I took anatomy classes. I went to medical libraries and talked to doctors and nutritionists. I did the whole thing before using myself as a human guinea pig.  -Marilu Henner

I was a guinea pig for some hoodlums who thought they could hurt me and frighten me and keep other Negro entertainers from the South.  -Nat King Cole < not really sure this is a perfect fit, but I like Nat King Cole.  Who doesn’t?

What is sauce for the goose may be sauce for the gander but is not necessarily sauce for the chicken, the duck, the turkey or the guinea hen.  -Alice B. Toklas  #metaphor  #analogy

“Mikey likes it.”  -Life cereal commercial < from my childhood, and possibly yours, as well.

Photo Credit:  By erintongay Erin Tongay on Flickr

Hat’s off to Panera Bread (hey, I’m not the only one who likes them.)  For years, people have been trying to buy tasty great food.  Only to be blocked, redirected and morally challenged.  Morally challenged? 

Challenged by social responsibility, might be more accurate, I guess.  (Deciding not to walk through landscaped barricades vs. taking the long walk around on the sidewalk.)

For further clarification (and “metaphor-cation”), instead of landscaping with small plants to direct traffic, they are cementing the path that their customers are beating to their door. 

Have you ever beat your head against the wall over and over and over, again, expecting a different result?  Who hasn’t?  Resistance comes in many forms.

Panera has chosen to take a different path.  Literally.  They have enough insight and emotional intelligence to go with the flow and embrace it, vs. trying to redirect it.  Or, possibly, they took Katie’s advice, 

…wear a tread in the lawn first.

Recently, Katie Ketelsen designed a-spot on metaphor for doing this.

Now, “don’t fight it, write it” is a sales mantra meaning, don’t put up any walls to getting the deal done.  Get out of the way.  Don’t bring up distractions.  Don’t be the block.  Instead, get it done.  Write it up.  Produce, produce, produce. 

The title of this post also happens to be an excellent example of overlapping what you don’t want with trailing with what you want. 

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Don’t fight it, write it.  -who knows

Photo Credit:  Jade Handy’s cell phone (courtesy of his spontaneous idea for a blog post)

I have a friend that is one of the best sales persons I have ever seen in action.  He was in residential door-to-door sales, and he would knock doors to beat hell.  He didn’t quite manage that, but none-the-less, I remember he used to say, “there’s a ‘yes’ behind every ‘no’.”

“There’s a ‘yes’ behind every ‘no’.”

I remember the specific state of mind this gave him.  He was absolutely unfazed by rejection.  He never complained, never fantasized about a no hitter, nothing.

What if you are not in door-to-door sales where there’s literally a house behind every house?  Do the same…mentally.  Retail?  B2B?  Whatever.

I know what you’re saying.  “That’s just not possible,”  “It’s just not true,”  “Maybe for you.”  OK, so you’re right…but he sold loads of stuff.

OK, so maybe it’s just a false belief.  So be it!  Hey, it it works, use it.  Find what works and use it.  Belief, technique, whatever.

Keep knocking on doors, so there’s more coming in the door.

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95% of this game is half mental.  -Yogi Berra  #yogiism  #malapropism  #acyrologia

You can find a willing customer faster than you can make one.  -Jade Handy

Photo Credit:  Chuck “Caveman” Coker on Flickr

Bang POW – look who’s creating WOW!

Each week, we are offering up a Language Hacker Award (or two) for those that have exhibited the expertise to exercise with excellence the exegesis of expression.

This is the best of what’s out there in terms of the demonstrated understanding of persuasive communication no matter the context and industry. So, in other words, what I’m into and who’s into what I’m into. Hahmana hahmana,what?… I know.

This week, we honor 2 language artists…

Les Brown.  As in, @TheRealLesBrown.   This guy gets it.  And, he walks and talks and walks his talk.  Rare.  He’s been around forever and will be around forever.  Les definitely knows his way around the rhetorical world.  In my mind and in the mind of many, he’s right up there with all the classic greats like Denis Waitley, Brian Tracy, and Jack Canfield.  In short, he’s a star and his legacy is here to stay.

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Mystery Guitar Man Joe Penna. Yes.  A non-speaker can win this award.  I was just introduced recently to him by MWD.com’s Joe Hobot.  Joe has his ear to the ground and I didn’t hesitate to check Joe out.  Joe Penna is a shooting star.  In a moment, I’m going to let him speak for himself through doing what he does best, produce awesome videos and sharing content and tips.  Look at the number of views on each and every YouTube video!  Amazing.  Simply Amazing!

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Les is a classic.  Joe is a new comer.  Les is a star.  Joe is a shooting star.  Les is a seasoned professional.  Joe is a raw natural.  Les is old school.  Joe is cutting edge.  Les is a speaker.  Joe is uses a speaker.  Les is audio (at least that’s how I know him.)  Joe is video.  Everyone knows of Les Brown.  Everyone is sure to know Joe.  Both are magnificent Language Hackers in their abilities to move their audience to action…over and over and over, again.

So, there you have it, the Language Hacker Award recipients on this day in history, August 8th, 2010

Comment Schmomment is designed, specifically, for someone interested in perusing what I’m into. Surely, I can’t be the only one out there who is interested in what others have to say. ;)

Also, it’s a great way to re-purpose my obsessive compulsive habit of saving for the sake of saving my comments posted on others’ posts!

Have a look-see…

Mike Sansone’s Nobody Reads Your Blog Anyway on Converstations.com

Hey, this is great. I’m reminded of one of my favorite movies, What About Bob? I wrote a post recently and similarly, http://stateofmindcoaching.com/2010/07/comment-… based on a Siddhartha Herdegen post.

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Jack Schafer’s Seeking Common Ground on catch-a-liar.blogspot.com

Man I wish I had stumbled across this post when I wrote How To Get Common Ground.  Oh, well. Jack, you’re really giving it away.  Kudos!

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Harold Jarche’s Shape Patterns, Not Programs on Jarche.com

This post is perfect as written. Milan, we can not solve problems at the level they were created (Einstein paraphrase. No accuracy correction needed.) What I got from it is what I have been telling parents like me for several years even before I had children of our own. It’s not a child’s responsibility (parent criteria & “They are not little machines waiting to be directed by higher headquarters. “) to obey. It’s not even on their intellectual radar. So don’t work against the grain, go with it. Now, I can’t tell you the long term effects as I am not that wise in years, yet, but what I do know is a child is never too young or dumb to know what they want. Therefore utilize this. Find what they want and leverage it. It makes life for everyone so much easier and constructive. -Jade Handy

See also, People are Never to Young or Dumb

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Shevi Arnold’s TOPIC: The Secret to Writing Humor on scribechat.com

Great article! I’m definitely going to be filtering for this when writing for my future blog posts. If I don’t have an element of conflict, I’ll create one. It’ll be just like hitting the bar scene, again!

See also, On Fire…3.6.2 item 22.

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M J M’s Doodle Beach on Flickr

If this isn’t you, go to the beach, and practice this in your life.  Wow!  What a metaphor.

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Photo Credit:      By M J M Mike on Flickr

In my untitled post this week, I made the bold assertion in passing that “computers will never completely replace humans.”  You can quote me on that.  I did.

R.I.P. Travel Agents.  Or Not. reiterated my point, though not verbatim.

…not for everyday business trips on well-known airlines to familiar cities. Those excursions are indeed simpler for me to book myself. But the next time I’m headed to an unfamiliar place where choosing the wrong hotel (or the wrong airline, or restaurant, or transportation, or part of town) can mean the difference between a memorable experience and a disaster, I’m likely to seek professional help. Sure, the Web is a terrific way to filter information, but there’s a whole lot more to filter these days, and I just don’t have the time or inclination to do it.

People as the filter.  I like it.  Constantly filtering information that comes into our world.  Filtering for facts that make sense, communication we understand, faces we recognize, and gut reactions.

These types of things make you the Linchpin, the go-to guy, the non-bot.

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The reports of my death are greatly exaggerated.  -Mark Twain #simpletruth

BTW – If you’re job can be replaced by a computer, then move to India and befriend “Steve.”  -Jade Handy  #isthatpc?

Photo Credit:   By 姒儿喵喵 No real name given on Flickr

Welcome back to Friday Shout Out. On Fridays, I highlight some of the Web and Social Media Messages I enjoyed giving a hoot about. Whether I retweeted them, starred them in Google Reader or used them as a resource in a blog post, you can now follow those I re-sourced, re-purposed, and referenced.

First, from this site.

I’m going to blow the top off of this thing right now.  In my untitled post on August 3, I, almost as an afterthought, referenced a real find.  A best-kept secret, if you will.  John R Schafer, aka Jack Schafer, is a former FBI special agent.  If you read and internalized his 15 posts from 2010, you’d be better-equiped to recognize language patterns than 99% of the world’s population.  That’s not a scientific percentage, but it’s accurate none-the-less. 

What’s the benefit to learning these types of things?  Would you be reading this if you didn’t have some idea of where, when and with whom you’d like you know more about why they are saying what they are saying?

In Wednesday’s post, La Résistance, I introduced the concept of people having a locus of control outside of themselves.  Thanks to the Busy Fool blog for that.  I could have just as easily used other posts of his. 

I, also, reference Lisa Braithwaite’s Hitting a brick wall with resistant clients.  I have referenced Lisa previously. 

Christine Kane’s  How to Have Unwavering Faith in your Own Ideas is a great post.  I hope she doesn’t think my first line, “Keep it to yourself,” was intended for her.  I was meant for the ambiguity of whether it applied to her or the focus of my personal examples.  BTW, there isn’t just on.  “My friend” is several.  I like the dichotomy and a push-pull there with how I played the title with that and then referenced a great post.  I like to do this in my writings.

Now, on to my Google Reader Shared Items.

Several books I have been reading lately reference the outsourcing of jobs and the need to stay ahead of the curve by becoming indespensible.  Linchpin, Drive and others are ahead of the curve on this.  Not that they are the first, but they are promoting new perspectives on it.  Selling Power’s recent,  Are You at Risk of Being Replaced by Technology? should be both a wake up call and a path to positioning yourself for change. (another push-pull trend for today)

I wished I had Building Org Cultures Though Storytelling as a reference when I wrote Changing Stories.  “Changing,” btw, is not a verb, but an adjective.  I’m going to build a post out of this soon.  Why?  Because, “Stories build pride in the workplace and can be a useful way of reinforcing the values the company stands for. When you hear stories that people share about the leaders, their quirks, their triumphs and responses to various scenarios, you build a bond with employees that is hard to match.”

Daniel Pink is rocking the business world, but not fully and not soon enough.   I’m not linking him to me, but his recent The peril of giving people what they want post reminded me of my People are Never Too Young or Dumb post.

Last, but not least, Ardath Albee’s, The Fallacy of No Competition.  “This perspective has its drawbacks.”

Google Reader Starred, but not previously Shared (’cause I was going build an article around them)

Change Your Tune…Tone by jrotman caught my attention because of it’s promise to show how to ”Change your tone, change your tack, change your message.”  And, it does.

Some of these things you learn to ask for from experience, but a list of Questions to answer before you take a sales job is a great place to start.  Thanks to Geoffrey James for this one.

And, last and certainly not least…tweets.  These are taken from my favorite FriendFeed followers.  Follow me on FriendFeed and get all my stuff at your door step.

  @Joe H. Friday tomorrow! Can’t wait, you? <he’s probably talking about #CIB!

  @Jorge Barba  50 Great Myths of Popular Psychology: Shattering Widespread Misconceptions about Human Behavior – http://www.amazon.com/dp/1405131128/

  @Jfavreau  Just checking if this works!  <What do you think folks?  Well, does it!?

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Photo Credit: Flickr and stevendepolo