Three listener questions. Three situations most sales professionals run into every week. Jake and Jon dig into the mailbag and come out with something more useful than quick fixes. A reminder that influence starts long before the conversation does, and that the moments you find most uncomfortable are usually the ones doing the most work.

Anna Wants to Know: What Is Presuasion and How Do I Use It?

Presuasion, a concept rooted in the work of social psychologist Robert Cialdini, is the art of influencing someone before you ever open your mouth. And it starts with what people see when they look you up.

Your headshot communicates trust signals the brain processes unconsciously. Good posture. A genuine smile with crow's feet. A slight head tilt that exposes the carotid artery, which psychologists believe triggers reci ...