Coach's Casebook

Coach’s Casebook

The 5 Major Axes of Persuasion

In Dutton’s book Flipnosis: The Art of Split-Second Persuasion, there’s a full discussion of what he terms the 5 Major Axes of Persuasion 1. Simplicity 2. Perceived self-interest 3. Incongruity in the mapping of attention 4. Confidence 5. Empathy This can be remembered by the mnemonic devise SPICE 1. SIMPLICITY – We have discussed the…

When your client asks “How can I be more successful?”

Clients rarely seek out a coach to make their situation worse! Clients are generally looking to improve one (or more) areas of their life. You have a number of responses that you can use to answer this question including exploring the client’s idea of success, exploring the actions and behaviour…

The Case of the Disillusioned Sales Person and Cold Caller

Its a truism to say that a shy sales person has skinny kids. So when you run your own business, it is essential that you have a selection of sales skills that you can use to get in front of your potential customers and cold calling is just one of…

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