--- title: "Dr. Carmen Simon on Persuasive Techniques for Business and Life – Episode #66 | The Sales Blog" description: Everyone in sales could use some more training in persuasive techniques – not for the sake of being manipulative or pushy, but for the sake of truly helping prospects see how their problems can be solved with the salesperson’s solution. It’s a win-win situation when that happens. On this episode of In The Arena Carmen […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/ITA-dr-carmen-simon.jpg --- ### [Now booking SKO meetings for 2026/27! 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It’s a win-win situation when that happens. On this episode of In The Arena Carmen Simon, Ph.D., author of “Impossible to Ignore” chats with Anthony about her research into how the brain works, what it takes to be memorable, and how persuasion can not only be learned but can also be tied into the way the brain actually remembers things. This one is worth your time, for sure.   [Dr. Carmen Simon on Persuasive Techniques for Business and Life, on this episodeClick To Tweet**](https://twitter.com/share?text=Dr.+Carmen+Simon+on+%23Persuasive+Techniques+for+Business+and+Life%2C+on+this+episode&via=iannarino&url=https://thesalesblog.com/2016/07/15/dr-carmen-simon-persuasive-techniques-business-life-episode-66/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## There are so many reasons to learn skills for more effective persuasion. It’s obvious how persuasion techniques are beneficial to a sales professional, but in everyday situations persuasion is needed as well. This conversation is a step into the science lab with Dr. Carmen Simon sharing what research shows about how the brain remembers things and why it forgets. Her insights into the things that make an idea, sentence, or concept memorable provide clues as to how everyday people can be more effective in their relationships and life in general. ## What’s the most memorable thing from the last presentation you attended? Can you remember? Dr. Carmen Simon says that much of what we remember depends not on our ability to remember but on the way the event or information was presented. With years of experience in cognitive research, she’s discovered that while memory is something that a person can improve, it’s also something that presenters (like salespeople) need to understand so that they can present in ways that create compelling content that people simply can’t forget. You’ll get a LOT out of this interview.   [Allow your prospects to wait more… it will increase their desire to take action! On this episodeClick To Tweet**](https://twitter.com/share?text=Allow+your+prospects+to+wait+more%E2%80%A6+it+will+increase+their+desire+to+take+action%21+On+this+episode&via=iannarino&url=https://thesalesblog.com/2016/07/15/dr-carmen-simon-persuasive-techniques-business-life-episode-66/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## What are the “handles” that you weave into your sales presentations? Many times the things we remember are called to mind because of their association with other, more common things we see every day. Dr. Carmen Simon points out that when we use that knowledge intentionally we can learn to associate the things we want people to remember with things that they already deal with habitually, every day of their lives. Think about cars, beds, pencils, smartphones – then begin thinking how you can use those everyday things in illustrations related to your products – and you begin to get the idea. On this episode Dr. Simon shares her insights, so be sure you set aside time to listen. ## Always, always, always start with what you want people to remember. That’s the advice Dr. Carmen Simon, cognitive scientist, gives when asked what people who make presentations need to know about being more memorable. In her mind, and from her research, you’ll do much better creating compelling content that people remember if you START by getting ultimately clear on what it is you want the person receiving your presentation to remember. From there you can intentionally build a structure to your presentation that points toward that end goal. Dr. Simon has much to share on this episode so be sure you listen. It could make a tremendous difference in your sales career.   [Always, always, always start with what you want people to remember ~ Dr. Carmen SimonClick To Tweet**](https://twitter.com/share?text=Always%2C+always%2C+always+start+with+what+you+want+people+to+remember+%7E+Dr.+Carmen+Simon&via=iannarino&url=https://thesalesblog.com/2016/07/15/dr-carmen-simon-persuasive-techniques-business-life-episode-66/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Outline of this great episode - Today’s guest – Carmen Simon, Ph.D. on science based techniques to help people see things your way. - The work of a cognitive scientist: researching and understanding cognitive functions. - The search for understanding consciousness. - The mistakes we make when we create and share content creation. - What do we have to do to get people’s attention? - How reward and anticipation work in the brain and memory. - How Marvel movies have this anticipation piece right. - The 3 paths to decision making: a must to understand for salespeople. - What memory and decision have to do with content creation. - How to create a prospective memory. - What is needed to make content memorable and repeatable? - What Carmen is reading right now. - The most important book Carmen has ever read. - The people who have influenced Carmen’s thinking the most. - What Carmen would be doing if she weren’t doing what she’s doing. - What Carmen would like to be remembered for. > ## Our Sponsors: > > Get your copy of “[The Model Sales Week](http://www.themodelsalesweek.com)” > > [Sales Gravy University](http://www.salesgravy.com/online-sales-training/) – tell Jeb that Anthony sent you. ## Resources & Links mentioned in this episode - [Article about President Obama wearing only two suits](http://www.fastcompany.com/3026265/work-smart/always-wear-the-same-suit-obamas-presidential-productivity-secrets). - [Bootcamp Australia](http://www.bootcampsaustralia.com/) - [www.RexiMedia.com](http://www.RexiMedia.com) - Rexi Media [on Twitter](https://twitter.com/reximedia) - Rexi Media [on LinkedIn](https://www.linkedin.com/company/287329) 1468625689 0470638699 0020792506 > The theme song “[Into the Arena](https://soundcloud.com/ohhushmusic/sets/songs-ive-written-produced)” is written and produced by Chris Sernel. You can find it on Soundcloud ## Connect with Anthony Website: [www.TheSalesBlog.com](http://thesalesblog.com) Youtube: [www.Youtube.com/Iannarino](http://www.youtube.com/Iannarino) Facebook: [https://www.facebook.com/iannarino](https://www.facebook.com/iannarino) Twitter: [https://twitter.com/iannarino](https://twitter.com/iannarino) Google Plus: [https://plus.google.com/+SAnthonyIannarino](https://plus.google.com/+SAnthonyIannarino) LinkedIn: [https://www.linkedin.com/in/iannarino](https://www.linkedin.com/in/iannarino) ## Tweets you can use to share this episode   [Memory is always at the root of decision making, Dr. Carmen Simon on this episodeClick To Tweet**](https://twitter.com/share?text=%23Memory+is+always+at+the+root+of+decision+making%2C+Dr.+Carmen+Simon+on+this+episode&via=iannarino&url=https://thesalesblog.com/2016/07/15/dr-carmen-simon-persuasive-techniques-business-life-episode-66/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)     [In business we must learn how to create a prospective #memory ~ Dr. Carmen SimonClick To Tweet**](https://twitter.com/share?text=In+business+we+must+learn+how+to+create+a+prospective+%23memory+%7E+Dr.+Carmen+Simon&via=iannarino&url=https://thesalesblog.com/2016/07/15/dr-carmen-simon-persuasive-techniques-business-life-episode-66/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)     [![Podcast editing and show notes - www.PodcastFastTrack.com](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/Client-editing-show-notes-image-Jun-14-2021-01-39-15-81-AM.jpg?width=537&height=223&name=Client-editing-show-notes-image-Jun-14-2021-01-39-15-81-AM.jpg)](http://www.PodcastFastTrack.com) ###### Tags: [The Anthony Iannarino Show](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 15, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:02:58 PM", "datePublished" : "2016-07-15 21:19:20", "description" : "Everyone in sales could use some more training in persuasive techniques – not for the sake of being manipulative or pushy, but for the sake of truly helping prospects see how their problems can be solved with the salesperson’s solution. It’s a win-win situation when that happens. 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