Calum Coburn's guest appearances

Calum Coburn

LPO: Landing Page Optimization

Intended Consequences

Dan McGaw

Liz Willits

Lukas Haensch

Garrett Mehrguth

Tara Hunt

Chris Wallace

Evan Hill

Lance Loveday

Olivia Ross

Laura Patterson

Joel Harvey

Brian Massey

Rob Walch

David Szetela

Graham Cooke

OwlTail

When you’re attempting to persuade, do you emphasize the positive aspects of your offering or the potential loss of not taking action? This negotiation concept is called “prospect theory,” and today’s guest is an expert. Literally.Calum Coburn is the Director and Vice President of The Negotiation Experts, a training and consulting firm that enables sales teams to drive measurable profit improvements. On today’s show, Calum and Brian discuss the finer points of “prospect theory,” along with how to start building the foundations of trust as soon as your prospects see your web copy.

When you’re attempting to persuade, do you emphasize the positive aspects of your offering or the potential loss of not taking action? This negotiation concept is called “prospect theory,” and today’s guest is an expert. Literally. Calum Coburn is the Director and Vice President of The Negotiation Experts, a training and consulting firm that enables sales teams to drive measurable profit improvements.  On today’s show, Calum and Brian discuss the finer points of “prospect theory,” along with how to start building the foundations of trust as soon as your prospects see your web copy.

How To Use Persuasion To Build Trust With Calum Coburn

When you’re attempting to persuade, do you emphasize the positive aspects of your offering or the potential loss of not taking action? This negotiation concept is called “prospect theory,” and today’s guest is an expert. Literally. Calum Coburn is the Director and Vice President of The Negotiation Experts, a training and consulting firm that enables sales teams to drive measurable profit improvements.  On today’s show, Calum and Brian discuss the finer points of “prospect theory,” along with how to start building the foundations of trust as soon as your prospects see your web copy. Listen in to hear the full conversation. Resources Discussed:  Myers Briggs Test http://www.mypersonality.info/personality-types/ www.personalitytype.com/career_quiz Kolbe Index https://kolbe.com   Stanford Study: https://credibility.stanford.edu/guidelines/index.html  The Speed of Trust by Stephen M.R. Covey  Waiting for Your Cat to Bark by Brian &amp; Jeffrey Eisenberg  Thinking Fast and Slow by Daniel Kahneman  Quick Links:    Connect with Calum  Learn more about The Negotiations Experts Follow Brian on Twitter Learn more about Conversion Sciences 

When you’re attempting to persuade, do you emphasize the positive aspects of your offering or the potential loss of not taking action? This negotiation concept is called “prospect theory,” and today’s guest is an expert. Literally. Calum Coburn is the Director and Vice President of The Negotiation Experts, a training and consulting firm that enables sales teams to drive measurable profit improvements.  On today’s show, Calum and Brian discuss the finer points of “prospect theory,” along with how to start building the foundations of trust as soon as your prospects see your web copy. Listen in to hear the full conversation. Resources Discussed: <ul> <li><a href="http://www.mypersonality.info/personality-types/" rel="nofollow" target="_blank">Myers Briggs Test http://www.mypersonality.info/personality-types/</a></li> <li><a href="http://www.personalitytype.com/career_quiz" rel="nofollow" target="_blank">www.personalitytype.com/career_quiz</a></li> <li><a href="https://kolbe.com" rel="nofollow" target="_blank">Kolbe Index https://kolbe.com </a></li> <li><a href="https://credibility.stanford.edu/guidelines/index.html" rel="nofollow" target="_blank"> Stanford Study: https://credibility.stanford.edu/guidelines/index.html</a></li> <li><a href="https://www.amazon.com/SPEED-TRUST-Thing-Changes-Everything/dp/1416549005/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1585020941&amp;sr=8-1" rel="nofollow" target="_blank"> The Speed of Trust by Stephen M.R. Covey</a></li> <li><a href="https://www.amazon.com/Waiting-Your-Cat-Bark-Persuading/dp/0785218971/ref=tmm_hrd_swatch_0?_encoding=UTF8&amp;qid=1585020983&amp;sr=8-1" rel="nofollow" target="_blank"> Waiting for Your Cat to Bark by Brian &amp; Jeffrey Eisenberg</a></li> <li><a href="https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1585021019&amp;sr=8-2" rel="nofollow" target="_blank"> Thinking Fast and Slow by Daniel Kahneman</a></li> </ul> Quick Links:  <ul> <li><a href="https://www.linkedin.com/in/negotiation/?originalSubdomain=au" rel="nofollow" target="_blank"> Connect with Calum</a> </li> <li><a href="https://www.negotiations.com/" rel="nofollow" target="_blank">Learn more about The Negotiations Experts</a></li> <li><a href="https://twitter.com/bmassey" rel="nofollow" target="_blank">Follow Brian on Twitter</a></li> <li><a href="https://conversionsciences.com/" rel="nofollow" target="_blank">Learn more about Conversion Sciences</a></li> </ul>

034: How To Use Persuasion To Build Trust | Calum Coburn