Persuasion by the Pint

Discussing the Art of Persuasion...and Craft Beer

Liking

Episode 123: Is This Swipe-Worthy Sales Copy?

Branding, Copywriting, Headlines, Liking, persuasion, Podcasts, Sales, Storytelling

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On this episode, we’ll pick apart some more sales copy from our swipe file collection. Some old. Some new. On a couple of ads, we decide to take up their “call to action” and give them a ring.

Featured Beer

On this episode, I’m still enjoying the Founders CBS, at 11.7% ABV. This one continues to get better with time.

Sean is having a Thin Mint Stout from Buffalo Bayou Brewing Company. This stout offers an invigorating aroma of fresh mint to your nose. Tastes minty & chocolaty, but not quite as sweet as Sean anticipated. Not bad, but definitely smells better than it tastes.

Episode 119: Convincing Others When Facts Don’t Matter

Branding, Commitment and Consistency, Copywriting, Headlines, Liking, NLP, persuasion, Podcasts, Reciprocation, Sales, Social Proof, Storytelling

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This week, we welcome Lee Hartley Carter on the show to talk about her recent book Persuasion: Convincing Others When Facts Don’t Seem to Matter. In our post-fact, deeply divided world true persuasion is rare.
So the question is … how do you change someone’s mind when everyone is entrenched in their own points of view?

Lee has spent nearly twenty years advising and helping the world’s most well know companies do just that. She is President of Maslansky+Partners, a language strategy firm where she works for Fortune 500 companies and non-profits in the U.S. and abroad. To do this, Lee has conducted, overseen, and analyzed countless instant response sessions, traditional focus groups, brainstorming and strategy sessions, and surveys in more than 15 countries.  She has worked with clients in a wide range of industries including financial services, energy, automotive, sustainability, hospitality services, food and beverage, technology, and consumer products.  And, she has worked extensively in public affairs, public policy, and issue advocacy. 

As a television news personality and researcher, Lee doesn’t rely on traditional polling for her unique insights into U.S. politics; rather, she analyzes voters’ emotional responses to help understand and empathize with them on a more visceral level. The reaction matters, but the “why” behind it matters more.

It was this approach that allowed her to accurately predict the results of the 2016 presidential election and primaries.

Featured Beers

On this episode, Sean is having a Ridiculous AF Imperial Stout from Saloon Door Brewing. It’s an 11.0% ABV version of their Tasty AF chocolate peanut butter milk stout. Super delicious according to Sean.

I’m having a Mama’s Little Yella Pils from Oskar Blues Brewery. It’s a handcrafted version of the great Pilsner beers of Bavaria and Bohemia. Unfortunately for me, it’s a little hoppier than I expected. Cool name for a pilsner, but not a huge fan of the brew.

Episode 118: A Modern Approach to Selling That Connects with Customers

Branding, Commitment and Consistency, Headlines, Liking, NLP, persuasion, Podcasts, Sales, Social Proof, Storytelling

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This week David Priemer joins us on the podcast to discuss his brand new book coming out on Tuesday (April 7th), Sell the Way You Buy.

While working as a VP at Salesforce, David had an epiphany: the very sales tactics his team was using were not working on him. While the company—and his entire profession—was acting with more than enough gusto, they lacked emotional awareness and empathy. They were not selling the way they buy.

As buyers, we’re not often aware of the pathways that lead us to make purchasing decisions. In his new book, David reveals scientifically supported methods of understanding your customers, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make most people dislike salespeople.

David is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, and Inc. magazines. From his early days tinkering with test tubes and differential equations as an award-winning research scientist to leading top-performing sales teams at high-growth technology startups, David’s lifelong passion for learning and execution is the foundation of his Cerebral Selling practice. 

You can learn more about David and get a copy of his brand new book by visiting https://cerebralselling.com/.

Episode 117: How to Persuade “Sharks” to Invest in Your Business – Interview with Pierce Marrs

Branding, Commitment and Consistency, Copywriting, Headlines, Liking, negotiation, NLP, persuasion, Podcasts, Reciprocation, Sales, Social Proof, Storytelling

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On this episode, we are pleased to welcome Pierce Marrs on the show. Pierce is the host of the popular Shark Tank Fan Podcast and has just released a new book Could You Survive Shark Tank?: The Sharks’ Top 7 Questions Every Entrepreneur Must Answer.

Over the course of his career, Pierce has owned several successful small businesses and has served hard-working entrepreneurs and sales professionals as a sales, business and life coach.

For years, he’s published the widely read blog, The Sales Moment, and speaks on topics such as sharing enthusiasm, DiSC profiling, sales, and communication. He’s also asked to record voiceovers for video narration, podcast introductions, and television shows. When you hear his voice, you’ll know why. You can find more about Pierce at https://piercemarrs.com.

On today’s show we’ll be discussing the 7 questions every business owner must answer is he were to survive the panel of sharks.. even that guy known as “Mr. Wonderful”.

Episode 115: How to Master the Art of Charisma – Discussion of the book Executive Power

Commitment and Consistency, Liking, negotiation, persuasion, Podcasts, Reciprocation, Sales, Social Proof, Storytelling

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On this episode, we’ll be discussing chapter 18 from the book Executive Power. The title is “Master the Art of Charisma with the Complete Psychological Formula for Instant Likeability”.

We’ll be discussing the power of “mirroring”, and how this subtle art is hard for others to detect when used the right way.

Featured Beer

On this episode, I’m having an Emergency Drinking Beer from Wild Heaven Beer. This pale gold pilsner’s rustic and raw character glimmers underneath a thick pillow of foam. There’s not a ton of depth, but there doesn’t need to be. It’s just a great beer to have with a slice of pizza on a warm summer day.

Sean is having a returning beer – a  Chocolate Stout from Karbach Brewing Co.

Why Advertising Makes Us Unhappy

Branding, Headlines, Liking, negotiation, NLP, persuasion, Podcasts, Sales, Social Proof, Storytelling

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On this episode, we’ll be discussing a number of random topics. One topic of discussion centers around a recent article in the Harvard Business Review by Nicole Torress entitles Advertising Makes Us Unhappy.

The article focuses on the research of professor Andrew Oswald and his team at the University of Warwick. Their research concludes that when companies pour more money into advertising each year, people become less satisfied and even feel their own accomplishments, belongings, and experiences are less adequate. The research findings are similar with social media.

We’ll be discussing this article and dissecting it with our own thoughts. Is Advertising really the culprit, or are there other factors this research misses?

We’ll be discussing this and also why our social security numbers can prime us to make irrational buying decisions.

Featured Beer

On this episode, I’m having a delicious Macchiato Espresso Milk Stout from Abita Brewing Co. It’s a smooth brew that combines the rich flavor of roasted coffee with a full-bodied stout. This beer is like tasting a cold frappuccino. It makes a good first impression with a strong coffee aroma and a taste of dark roasted malt and a subtle milky sweetness.

Sean is having a Peanut Butter Cup Stout from Odd Side Ales. Has a peanut butter candy on the aroma and initial taste. The taste is comprised of light roast, & sweet milk chocolate. 

Enjoy the show and cheers!

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