Lessons & Insights:
• Belief in collective myths is the defining attribute of humanity (corporations, governments, society)
• Telling a story other ppl believe is the ultimate superpower. All successful founders have this power.
Master psychology and you can sell anything.
But most people don't know where to start.
8 books that will teach you how people think (so you can 3x your sales):
Lessons & Insights:
• Belief in collective myths is the defining attribute of humanity (corporations, governments, society)
• Telling a story other ppl believe is the ultimate superpower. All successful founders have this power.
Lessons & Insights:
• Get someone to see you as "us" and not "them" and you can change their mind about anything
• A good story overcomes fears / uncertainties / doubts. We don’t prepare a rebuttal when engaged in a story.
Lessons & Insights:
• We buy with emotions then rationalize with logic
• Our lived experience is a story of reality, told by our senses
• Facts are less important than the story we experience: “We eat the menu, not the food”
Lessons & Insights:
• Familiarity breeds habits
• Tremendous willpower comes from good habits that keep us on track
• Most powerful way to start something new: Change your internal story
Lessons & Insights:
• Evolutionary thinking steals new ideas from other domains
• And it's the most efficient way to innovate.
• Behavioral science gives us a framework to easily find and steal ideas from other domains
Lessons & Insights:
• Scarcity motivates us to act
• We believe people we think are "like us"
• If someone does us a favor we want to return it
• We crave consistency: We feel good when we do what we say
Lessons & Insights:
• Nudges are small changes for small improvements in decision-making
• Stack nudges for big improvements
• Defaults are powerful: Default users to the choice you want them to make
Lessons & Insights:
• Copy + design sets the context of your offer
• Copywriting is how you use your knowledge of psychology
• Each line of copy has 1 job: To drive the reader to the next line
8 books to teach you more about how people think than a $120k MBA:
1. Nudge
2. Sapiens
3. Blindsight
4. Pre-suasion
5. How to Change
6. Evolutionary Ideas
7. How Minds Change
8. The Adweek Copywriting Handbook
If you like nerding out on:
- Digital marketing
- Growth strategies
- Customer psychology
then you'll want to give me a follow @kennysmithnanic
And if you liked this, please retweet the first tweet below: https://t.co/1kTAcTnxq2
Master psychology and you can sell anything.
— Kenny Smithnanic \U0001f64c (@kennysmithnanic) August 16, 2022
But most people don't know where to start.
8 books that will teach you how people think (so you can 3x your sales):
You May Also Like
1/“What would need to be true for you to….X”
Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
2/ First, “X” could be lots of things. Examples: What would need to be true for you to
- “Feel it's in our best interest for me to be CMO"
- “Feel that we’re in a good place as a company”
- “Feel that we’re on the same page”
- “Feel that we both got what we wanted from this deal
3/ Normally, we aren’t that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders don’t know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is “what would need to be true for you to want to invest (or partner with us on this journey, etc)?”
Multiple responses to this question are likely to deliver a positive result.
Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
Next level tactic when closing a sale, candidate, or investment:
— Erik Torenberg (@eriktorenberg) February 27, 2018
Ask: \u201cWhat needs to be true for you to be all in?\u201d
You'll usually get an explicit answer that you might not get otherwise. It also holds them accountable once the thing they need becomes true.
2/ First, “X” could be lots of things. Examples: What would need to be true for you to
- “Feel it's in our best interest for me to be CMO"
- “Feel that we’re in a good place as a company”
- “Feel that we’re on the same page”
- “Feel that we both got what we wanted from this deal
3/ Normally, we aren’t that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders don’t know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is “what would need to be true for you to want to invest (or partner with us on this journey, etc)?”
Multiple responses to this question are likely to deliver a positive result.
