by Rick Baker
On Feb 15, 2011
Some studies have shown people tend to be attracted to other people when those other people hold similar views. Conversely, people tend to be repulsed by other people when those other people hold differing views.
This applies whether or not the matter at hand is important or not important.
As examples:
Important Matters would include topics like religion, politics, ethics, etc.
Not Important Matters [or, likely not so important matters] would include topics like favourite colours, music preferences, choice of clothing, etc.
Here is a picture of the Impact of Similarity…
| |
If the Matter
Is
Important |
If the Matter
Is Not
Important |
When we Agree with the
Other Person's Opinion |
We tend to be Attracted |
We tend to be Attracted |
When we Do Not Agree with
the Other Person's Opinion |
We tend to be Repulsed |
We tend to be Repulsed |
The Impact of Similarity…
These tendencies tied to Similarity are helpful pieces of knowledge.
- They explain why misery enjoys company. [yes…a feeble attempt at similarity humour]
- They support the logic of Stephen Covey’s 5th Habit – Seek First to Understand, Then to be Understood. [no point running the risk of alienating people by illustrating our differences, especially if those differences are of little importance or are off topic]
- They help us understand how and why first impressions are of such importance.
- They help us understand how rapport gets built [and destroyed].
- They help us understand the driving forces behind community.
by Rick Baker
On Feb 14, 2011
Sales Tweet #151 #1 Client, Mr. Kaye, says Ernest Seller is like glue...he is always getting stuck on himself.
The Thinking Behind the Sales Tweet
Some sales people go off topic by talking on tangents. The tangents take them far away from the topic and the Client is not able to follow. Ernest doesn’t do that. He doesn’t go off on tangents. Ernest talks in spirals. That happens often, and it often happens sooner not later. At the centre of Ernest’s spiral-talk you will find – Ernest. Ernest starts with a topic then spirals the conversation to – Ernest. That’s what Mr. Kaye, Ernest’s #1 Client, is talking about.
by Rick Baker
On Feb 11, 2011
Sales Tweet #150 Ernest Seller gets carried away with the sound of his own voice...but, not far enough.
The Thinking Behind the Sales Tweet
After thinking more about Sales Tweet #144, I have decided it is more accurate to say “Ernest gets carried away”. And, as I suspected the Boss has confirmed he thinks Ernest should get carried away. The Boss would do it himself. But, Ernest is a big fellow…well over 6 feet. And, the Boss is a smaller fellow…about 5 feet 6 inches. That reminds me…I haven’t spent much time describing the Boss. I will work on that.