Tag Archives: brian wansink

Episode 172 – 4 Power Skills of Persuasion

Summary:

Talking Too Much 

  Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will be very annoying to your audience if they sense that you like hearing yourself talk more than listening to their concerns. Remember, it’s about them, not you. Great persuaders listen more than they talk. In fact, great persuaders use their listening and questioning skills to get their audience to persuade themselves. 

 

Often when someone comes to you, she already knows what she wants. She already has something in mind. She just needs to talk through it with someone. Which approach do you think will have better, longer-term results: you persuading your audience, or you helping them persuade themselves? It’s much better if your audience feels as if they have made the decision themselves, without perceived external influences. When you do have to talk, be succinct and to the point. A good rule of thumb is not to talk more than 30 percent of the time. 

Link to article: http://foodpsychology.cornell.edu/discoveries/curse-chinese-buffet

 

Now, with these general guidelines in place, it is worth pointing out that you must always be prepared to adapt and adjust to the personality type of your audience. For some people, talking 30 percent of the time will still be too much. Discussing only what is relevant to the matter at hand and keeping chit-chat to a minimum is best for these no-nonsense types. Your attempts at being their buddy will likely annoy and maybe even offend them. Some people feel that being overly warm and personable is not appropriate when you have just met someone for the very first time. Polite and professional, yes, but warm and fuzzy, no. The bottom line is, don’t get too friendly too fast

Check out this episode!

Episode 159 – Mindless Eating with Brian Wansink

The food industry is now more successful than it has ever been.  Food is cheap and readily accessible, and many of us are eating A LOT of it.  On this episode, Brian Wansink of the of the Food and Brand Lab of Cornell University joins Kurt and Steve.

Brian is a leading expert in changing eating behavior – both on an individual level and on a mass scale – using principles of behavioral science. His research focuses on how ads, packaging, and personality traits influence the usage frequency and usage volume of healthy foods. His research on consumption volume has won national and international awards for its relevance to consumers. His findings have been widely featured on 20/20, BBC News, The Learning Channel, all news networks, and on the front pages of the Wall Street Journal and the New York Times. He is also  the author of Mindless Eating (2006) and Slim by Design (2014) as well as over 200 peer-reviewed journal articles. From 2007 until 2009 he was appointed by the White House as the USDA’s CNPP Executive Director in charge of the Dietary Guidelines for 2010 and the Food Guide Pyramid (MyPyramid.gov). He is a former bad open-mic comic and rock sax player. He lives with his wife and three girls in Ithaca, New York, where he enjoys both French food and French fries.