FUD is Fear, Uncertainty and Doubt. I first heard the term when consulting at Gartner. I was working with the analysts in preparing for a Gartner Symposium, and several of them used FUD at the start of their talks to… Read More »FUD in Public Speaking and Persuasion
What makes smart people dumb? Elizabeth Newton, a psychologist, conducted an experiment on the curse of knowledge while working on her doctorate at Stanford in 1990. She gave one set of people, called “tappers,” a list of commonly known songs… Read More »Communication Skills: Why Mr. Smarty Pants Has His Knickers in a Twist
We often think that the placebo effect comes from the belief that a sugar pill is actual medicine, which leads us to the conclusion that if we believe something is good for us, we get a positive physiological response. I… Read More »Interpersonal Skills: the Placebo Effect
Charlie Green and I have been talking about how the good that pharma does gets undermined by certain of its marketing practices. Here’s a blog posting from Charlie’s website, www.trustedadvisor.com that should help us with our navel gazing. —– Pharma… Read More »Pharmaceutical Presentations: What Pharma Must Do to Regain Trust
Let’s call her Sheila. Like many in the financial services industry, she sells with the aid of a pitch book, printed in landscape format and containing information about the history of her firm, her team of colleagues, their range of… Read More »Sales Presentations: The Biggest Mistake