January 20, 2015

10:00 – 11:00 AM


Brian Flook
John Palumbo

The success and failure of a sales message rests in your ability to speak your customers' language. Like a fork in the road, everything you say will follow the path to retention in the mind or the proverbial trash bin. Your job as an influencer is to ensure that what you say and how you say it creates a sense of urgency, and here some tips for doing that.

Poetic Persuasion:

Cluster the key point of your message into three, alliterative points. The brain can decipher small segments of information at a time and it makes recalling it easier. Some of the most familiar slogans and tern of phrases come in threes. i.e EAT – PRAY – LOVE. The Good, The Bad, The Ugly.


A message that finds its way into the realm of retention speaks to things that your customers value, things that are truly unique about your product and things that are threatening. Scare tactics create a sense of fear that drives people to action. But a threatening message, without offering a solution, will only create panic and is ineffective. Provide a solution and you will experience positive results.

The Tease:

One of the most important tactics for retaining your client’s attention, but I’ll get to that in a moment. The only thing better than a meal at your favorite restaurant is ordering it. Your attention is entirely focused on one thing, and your mind develops a level of expectation that lasts until the food arrives. Create a similar level of attention retention with the message you deliver to your clients.

For more information about all the strategies and tactics discussed in “Jedi Mind Trick: How the Art of Influence Will Change Your Marking Forever,” sign up for our special information breakfast on February 6.