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Selling is Persuading by Jacob Grinshpun

Selling is Persuading

Do you have products, ideas, or skills to sell?

You may not realize it, but EVERYONE has something to sell. Whether it is your products as an entrepreneur, your services as an independent contractor, your skills in the career ladder, or your ideas as a thought leader, your success depends on your ability to persuade.

In Selling is Persuading, Yakov Grinshpun combines 25 years of experience as a physics teacher with another 25 years as a top producing Florida Real Estate agent. In both careers, he learned the importance of successful persuasion skills, and he combines his knowledge of theory and experience in this step-by-step blueprint for mastering the skill of persuasion.

Persuasion is a skill anyone can learn. You simply need to know the Rules, Tools, Principles, Words, and Strategies.

And as Grant Cardone says, you can either “Sell or Be Sold.” The choice is yours. The tools are in this book.

About the Author.

Yakov Grinshpun, aka “Jacob”, was a physics teacher in the Soviet Union for 25 years before coming to the United States where he was a successful realtor for another 25 years.  Both teaching and selling require persuasion.  For Jacob his key for success was applying a system of skillful persuasion. 

Have you ever wondered how and why Jacob’s opinion on issues at Current Events Saturday morning discussion is always so believable?  After reading his book, you’ll know why.  His secret is in the book!

Yakov has been interviewed for Florida Realtor Magazine, and achieved highest rank in Toastmasters International.  He is an active member of the InkWell Writer’s group and an avid member of the Intellectual Conversation Group.


“Selling is Persuading is a must-read for beginning and seasoned sales persons alike. It organizes clearly the principles of persuasion needed to move a hesitant buyer to conclude a purchase. The strategies suggested draw on psychological understanding, sound economical analysis, and even some cunning. Yakov Grinshpun gives well taken and often entertaining examples that cover the plethora of situations a sales person may encounter. Reading this book can make the difference between losing or completing a sale.

“This insightful perspective on the selling process provides helpful hints on the “how to” craft a convincing argument. The suggested approaches incorporate buyers’ personalities as well as their representational systems and needs in crafting a convincing persuasion strategy. Great read, highly recommended.”

“In this brilliantly written book on Persuasion, Yakov combines his knowledge of physics with his personal experiences in sales. Starting with Aristotle’s quote, “The fool tells me his reasons, and the wise man persuades me with my own,” he takes you on a journey illustrating how persuasion is really the basis of a successful sale; one where a buyer is in charge and feels good about buying. Once revealed, Yakov’s process is so natural and makes sense at all levels.”

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Art in Film: Neruda

On January 31, 2017, our Art in Film group reviewed Neruda.  An investigator launches a search for Pablo Neruda, a Nobel Prize-winning Chilean poet, who became a fugitive in his own country for his Communist leanings during the 1940s.

Released December 16, 2016.  Directed by Pablo Larraín.

Art in Film reviews include an indepth review and rating of the film’s composition, realism, artistic, cinematography, musical score, direction, writing, and whether or not our reviewer likes the story/film enough to recommend film to a friend.  Ratings given on a 1 to 10 scale, where a rating of 1 is awful and 10 is excellent.  In addition to rating components of a film, we also provide reviewers with a written questionnaire.

Film review:

Neruda was a brilliantly made film combining a well written and directed story with Neruda’s poetry.  All reviewers highly recommend their friends view this film.  Our reviewers mostly women and seniors.

Reviewer Comp Real Art Cine Music Dir Writ Rec?
Glenn Lippman (Org)  8  10  10  10  10 10 10  10
Rosette Rubins  8  9  9  10  10  9  9  9
Marly Silverman 9  9  9  10  10  9  10  9
Miriam Weiss  9  10  10  10  10  10  10  9
Average Review 8.5  9.5 9.5 10 10  9.5 9.8 9.3

Our overall review and how we compare.

95%   Art in Film Review
96%   Rotten Tomatoes
73%   IMDb

Art in Film: Elle

On December 27, 2016, our Art in Film group reviewed ElleMichèle seems indestructible. Head of a leading video game company, she brings the same ruthless attitude to her love life as to business. Being attacked in her home by an unknown assailant changes Michèle’s life forever. When she resolutely tracks the man down, they are both drawn into a curious and thrilling game—a game that may, at any moment, spiral out of control.

Released May 25, 2016.  Directed by Paul Verhoeven.

Art in Film reviews include an indepth review and rating of the film’s composition, realism, artistic, cinematography, musical score, direction, writing, and whether or not our reviewer likes the story/film enough to recommend film to a friend.  Ratings given on a 1 to 10 scale, where a rating of 1 is awful and 10 is excellent.  In addition to rating components of a film, we also provide reviewers with a written questionnaire.

Film review:

Elle is a psychothriller featuring a very strong and powerful woman with strong sexual content.  Although the acting and film’s technical components are very good, the storyline was not well liked by our reviewers.  About half of our reviewers would not recommend the film to their friends.  Our reviewers mostly women and seniors.

Reviewer Comp Real Art Cine Music Dir Writ Rec?
Glenn Lippman (Org)  6  8  10  8  10 8 10  9
Elana Ben-Kerem  9  9  8 10  10  7  9  9
Maria Elvie  9  5  8  10  10  8  8 5
Kim Hough  6  2  9  10  6  6  8  1
Helen Rubenstein  6  1  9  7  6  5  9  4
Marly Silverman  10  8  9  10  10  9  8  1
Caryn Wachsler  8  3  8  5  5  8  5  3
Miriam Weiss  9  9  10  10  10  8  9  7
Carol Weissman  8  7  10  10  10  6  9  7
Average Review 7.9  5.8  9.0  8.9  8.6  7.2  8.3  5.1

Our overall review and how we compare.

80%   Art in Film Review
90%   Rotten Tomatoes
73%   IMDb

Art in Film: No Pay, Nudity

On December 6, 2016, our Art in Film group reviewed No Pay, Nudity. Lester Rosenthal has spent his whole life as an actor waiting for his big break. But his last big job was some years past, and he now hangs around the Actor’s Equity lounge with his colorful, out-of-work actor friends. With a stalled career fraying Lester’s very last nerve, and his beloved dog having to be put down, Lester descends into deeper depression. But a role playing the Fool in a local hometown production of “King Lear” may teach Lester about small pleasures.

Released November 2016. Directed by Lee Wilkof.

Art in Film reviews include an indepth review and rating of the film’s composition, realism, artistic, cinematography, musical score, direction, writing, and whether or not our reviewer likes the story/film enough to recommend film to a friend. Ratings given on a 1 to 10 scale, where a rating of 1 is awful and 10 is excellent. In addition to rating components of a film, we also provide reviewers with a written questionnaire.

Film review:

No Pay, Nudity’s reoccurring theme of aging and realism of acting as a career gave us an opportunity to rate this film relatively high.  Good acting. Our reviewers mostly women and seniors.

Reviewer Technical Components
Recommend Film
Glenn Lippman (Org) 9.2 8.2
Sherry Arrowsmith 8.5 3.0
Maria Elvie 9.5 8.0
Brenda Nagel 7.5 4.0
Howard Rothauser 7.5 5.0
Marly Silverman 9.9 9.5
Caryn Wachsler 8.8 6.0
Miriam Weiss 9.1 8.0
Carol Weissman 9.0 8.0
Average Review 8.8 6.6

Our overall review and how we compare.

88% Art in Film Review
71% Rotten Tomatoes
62% IMDb

Art in Film: Year By The Sea

On February 28, 2017, our Art in Film group reviewed Year by the Sea.  After 30 years as a wife and mother, Joan retreats to Cape Cod rather than follow her husband to Kansas. Intent on rediscovering herself, but plagued with guilt, she questions her decision until stumbling upon a spirited mentor. Supported by her literary agent and a host of locals, including a sexy fisherman, Joan learns to embrace the ebb and flow of life.

Released February 24, 2017.  Directed by Alexander Janko.

Art in Film reviews include an indepth review and rating of the film’s composition, realism, artistic, cinematography, musical score, direction, writing, and whether or not our reviewer likes the story/film enough to recommend film to a friend.  Ratings given on a 1 to 10 scale, where a rating of 1 is awful and 10 is excellent.  In addition to rating components of a film, we also provide reviewers with a written questionnaire.

Film review:

Year by the Sea’s reoccurring theme of aging, self-learning were overshadowed by the film’s sense of miss direction and boredom.  Only about half of our reviewers would recommend this film to their friends.  Our reviewers mostly women and seniors.

Reviewer Comp Real Art Cine Music Dir Writ Rec?
Glenn Lippman (Org)  2  10  3  4  8 1 9  4
Denise Geller  10  7  10  10  9  9  8  9
Nechama Glasrot  8  8  9  7  10  8  8  10
Judy Moskowitz  3  1  1  6  1  1  1  1
Brenda Nagel  5  4  4  7  6  3  2  2
Marly Silverman  8  8  9  8  9  8  10  9
Caryn Wachsler  9  1  8  8  4  4  4  7
Miriam Weiss  6  7  8  7  5  5  3  4
Carol Weissman  7  8  8  7  3  4  4  7
Average Review  6.4  6.0 6.7  7.1  6.1 4.8  5.4 5.9

Our overall review and how we compare.

61%   Art in Film Review
35%   Rotten Tomatoes
82%   IMDb

Art in Film: Equity

EquityOn August 23, 2016, our Art in Film group reviewed Equity.  When Senior investment banker Naomi Bishop (Anna Gunn) is passed over for a promotion at her firm, she fights for the opportunity to take a start-up public, hoping this promising IPO will secure her a place at the firm’s highest level. But when an employee at the start-up raises questions about a possible crack in the company’s walls, Naomi must decide whether to investigate rumors that may compromise the deal, or push forward with the confidence her superiors expect. Soon Naomi finds herself tangled in a web of deception and office politics and begins to question if there is anyone she can trust. As the IPO draws closer, Naomi sees that the choices she has made for her career have left her very much alone. Forced to reexamine the rules of the cutthroat world she has always loved she finds herself in a fight for her very survival.

Released July 29, 2016.  Directed by Meera Menon.  English.


Elana Ben-Kerem (%); Glenn Lippman (%, Discussion/Review Leader); Judy Moskowitz (%); and Penny Mandel (%).

Art in Film: The Innocents – 83%

The InnocentsOn July 19, 2016, our Art in Film group reviewed The Innocents.  Warsaw, December 1945: the second World War is finally over and Mathilde is treating the last of the French survivors of the German camps. When a panicked Benedictine nun appears at the clinic one night begging Mathilde to follow her back to the convent, what she finds there is shocking: a holy sister about to give birth and several more in advanced stages of pregnancy.

A non-believer, Mathilde enters the sisters’ fiercely private world, dictated by the rituals of their order and the strict Rev. Mother (Agata Kulesza). Fearing the shame of exposure, the hostility of the new anti-Catholic Communist government, and facing an unprecedented crisis of faith, the nuns increasingly turn to Mathilde as their belief and traditions clash with harsh realities.

Released July 1, 2016.  Directed by Anne Fontaine.  Subtitled.  Cast includes Lou de Laâge (as Mathilde Beaulieu), Agata Buzek (as Nun Maria), Agata Kulesza (as Mother Superior) and Joanna Kulig (as Nun Irena).


Gerrie Beck (85%); Elana Ben-Kerem (90%); Eileen Jacobson (85%); Glenn Lippman (95%, Discussion/Review Leader); Judy Moskowitz (95%); Bebe Nagel (45%); Elinor Steffensen (85%); Caryn Wachsler (85%); and Miriam Weiss (85%).

Movie Review Comments:

  • Memorable Scenes:  (a) Leaving newborn at the cross; (b) Mathilde crying in the car back to hospital; (c) Near rape scene; (d) Nun suicide; (e) Nun Sofie looking for her baby.
  • Notable quotation:  “Faith is 24 hours of doubt and 1 minute of hope.”
  • Subtitles offered:  (a) Babyland; (b) War is hell; (c) In the name of God.
  • What was learned:  (a) how zeal can lead to evil; (b) syphilis and lead to poor judgement and murder; (c) how a convent can be a loving place for orphans.
  • Cinematography:  Snow and cold scenes parallel theme’s hopelessness.  Black and white movie with color introduced towards the end of the movie as the orphanage changes direction of the film.  All-in-all, cinematography was excellently done.
  • Audience:  Mature, intelligent, and adult.

Movie was viewed at Living Room Theaters at Florida Atlantic University.

TED Talk May/June in Boca/Coconut Creek

Boca Raton: May 11, 2016
Coconut Creek: June 2, 2016

The new biology … let’s create a healthier human.  This conversation started on our Celebrity Cruise retreat and continues here …

Tony Wyss-Coray studies the impact of aging on the human body and brain. In this eye-opening talk, he shares new research from his Stanford lab and other teams which shows that a solution for some of the less great aspects of old age might actually lie within us all.

… and:

Geneticist Jennifer Doudna co-invented a groundbreaking new technology for editing genes, called CRISPR-Cas9. The tool allows scientists to make precise edits to DNA strands, which could lead to treatments for genetic diseases … but could also be used to create so-called “designer babies.” Doudna reviews how CRISPR-Cas9 works — and asks the scientific community to pause and discuss the ethics of this new tool.

Art in Film: A Hologram for the King – 85%

A Hologram for the KingOn April 26, 2016, our Art in Film group reviewed A Hologram for the King.  Cultures collide when an American businessman (Tom Hanks) is sent to Saudi Arabia to close what he hopes will be the deal of a lifetime. Baffled by local customs and stymied by an opaque bureaucracy, he eventually finds his footing with the help of a wise-cracking taxi driver (Alexander Black) and a beautiful Saudi doctor (Sarita Choudhury).

Released April 22, 2016.  English.  Written & Directed by Tom Tykwer.  Cast includes Tom Hanks (as Alan Clay); Alexander Black (as Yousef); and Sarita Choudhury (as Zahra).


Jonathan Kahn (85%); Glenn Lippman (90%, Discussion/Review Leader); Judy Moskowitz (75%); Bebe Nagel (95%); Elinor Steffensen (90%) and Rose (75%).

Movie Review Comments:

  • Interesting film.  Had a way of taking the audience on a vacation sort of trip, allowing one to escape into a part of the world so very different from life in the United States.
  • Tom Hanks starred in this film.  In one sense it seemed unusual a part for him.  He is not known for an emotional and sexy role.  However we think it was a good role for Hanks in that the culture in Saudi Arabia seems a bit distant and stoic; and Hanks seemed to depict that way about him very well.
  • Length of film was 90 minutes.  For some of our reviewers, the length was just right.  For others, the film dragged on building Hanks/Choudhury relationship then the film abruptly ended without providing more on movie’s original objective.
  • Parts that could have been eliminated or embellished.   (a) reduction in overslept scenes; (b) removed surgery details; (c) eliminated mountain visit with Yousef; (d) added more about the new job.
  • Metaphors.  Untouched seemed to explain Hanks’ part as it reflected general emotional response of Saudi Arabia.  Endless time as it related to continuous delays, etc.  Swimming scene represents a new beginning.

A Hologram for the King (2016)

  • Memorable Scenes.  (a) expression of tenderness in love scene; (b) Schwinn & Chinese parallel;(  (c) CIA joke; (d) Wolf scene; and (e) Father/Son trip’s message.
  • Learn Anything.  (a) Danish people like to party; (b) position of women in Saudi Arabia; (c) Saudi Arabia’s dislike for USA in the number of delays; and (d) Mecca.
  • Audience.  Mature, intelligent and adult.

Our reviewers found it odd that this film’s timing and emotionless theme comes so close in time to pending release of the controversy of 9/11 report and Saudi Arabia’s secret 28 pages.  Was the timing of this film deliberate?  Or just a coincidence?

Historical Perspective and Analysis of Presidential Candidates by George Robbat

Opinion.  Views presented here are individual member views and do not represent the collective view or opinion of the Intellectual Conversation Group (ICG).  ICG is a group of South Florida’s finest intellectual thinkers discussing topics with broad interest appeal as well as a think tank.

Submitted, Thursday, March 10, 2016

Bill was a great president but he had twin winds at his back, a collapsed Soviet Union leaving the only Superpower, now called a Hyperpower,without opposition; and a technological revolution that created a boom in the markets and the US economy not seen since the end of WW2. His major mistake was in absorbing Eastern European countries into NATO when no threat existed and threatening Russian’s survival when even our Defense Department described Russia as a friend to the US. (imagine if a victorious, USSR had absorbed Mexico and Canada into the Warsaw Pact) I believe this action coupled with limited efforts to bring Russia fully into the community of nations brought about the rise of Putin.

Bush wasn’t a bad man, just incompetent, and feckless, what I describe as a hapless, frat boy. He was just so ordinary. But “President” Cheney was not ordinary. He and his neocons proved the axiom that absolute power does corrupt absolutely. His regime brought on two wars, one, Iraq, completely unnecessary, which gave us the Middle East of today and was the first time in history the US had ever embarked on a preemptive war.

Bush also gave us a 5 trillion dollar increase in the deficit, the largest in history in dollar amounts, and that during a time of relative prosperity, financed at least partly by China. A believer in the now discredited Supply Side economic theory (what I call “build it and they will come”), he dropped tax collections to about 17% of GDP, bellow the generally accepted norm of 20% to 22% of GDP. Virtually the entire increase in corporate profits during that period went into the pockets of the top 1% (or really the top .01%).

A real estate bubble developed during that period which, to be fair, both parties were responsible.

While Paulson, under Bush, justifiably bailed out the banks and AIG (where every loan was repaid in full with interest) Obama inherited a collapsing economy, losing 700.000 jobs a month, and an impending depression that would make the first one look like a walk in the park.

It can be argued that it was Pelosi and Reid, not Obama, that saved the American economy and gave us the lowest unemployment rate and highest GDP growth in the developed world today but he was where the “buck stopped” as Truman said. Therefor, much of the credit for what was accomplished in those first two years, before they lost a veto proof majority to an obstructionist Congress, must reside with Obama. He passed more economic legislation in those first two years than any president since FDR. His crowning achievement was the bailout of GM which, if not done, would have eliminated an estimated 4.1 million primary, secondary and tertiary jobs. As fragile as the US economy was at that point it would almost certainly have brought down the US and therefor the world economy.

After that, the Republicans, essentially, shut down Congress.

I hope that this isn’t too much prep but I felt it was needed to prepare for what follows.

In the post Industrial information age, manufacturing is essentially dead or dying in developed countries and it should be. Of course there are many exceptions but they are shrinking. An economic model called the Smiley Curve explains that the highest reward and returns for both entrepreneur and worker exists at the top ends of the “Smile” At one peak the the inventor and then the engineering, at the other, distribution, sales, marketing and service. The drudgery and lowest pay belong at the bottom of the Smile, to manufacturing, and should be sent to newly developing economies whom it benefits the most.

At the turn of the Millenium, Germany, the “Sick Man of Europe”, for 20 years with chronic 10%+ unemployment, decided to follow this model. Working hand in hand with labor (for a change) they formed work councils, sent low paying manufacturing jobs to the developing world, concentrated on the top ends of the Curve and created an economy with unemployment rate of about 5% that is dominating the rest of the EU. An example for America

The presidential candidates today find a strong economy with the soundest economic fundamentals on the planet… and a bankrupt political system, corrupted by money and ineffectual to the extreme.

On to those candidates; a demagogue is described in the dictionary as one who “appeals to one’s fears and prejudices” not ones intellect. It surely has a picture of Trump next to it. A pure demagogue he pushes the button on issues that most of us are concerned with but has no rational solutions for them. A man, with reasonable intelligence, but intellectually incurious about the world around him for his entire life, he has virtually no knowledge of that world and has consistently shown it by his dissembling and obfuscation during debates and interviews. And that’s just the intellectual side of him.

President Reagan was probably the least intelligent, least educated, least knowledgeable and yet most successful president in the last half of the 20th century. What’s most important is a man’s character, his psychological profile if you will. I don’t think I’m exaggerating when I say Trump is a misanthropic, misogynistic, xenophobic, jingoistic, nativistic, nihilistic, narcissistic, anachronistic, prevaricating racist. I think we all have seen examples of Trump behavior that can support any of these terms. He’s a true horror of a man. What the Republican columnist David Brooks calls “the dark Id of the American mind”. But go to Romney’s description of him. It’s comprehensive and entirely accurate.

Some have said that Trump is a forceful, successful businessman. But he doesn’t have the quiet confidence of a Bloomberg or a Buffett or a Gates he has the temperament of an insecure, school yard bully. Would you really want his finger on the nuclear button the first time a foreign leader insults him? As for his business acumen, I point to his may bankruptcies and outright fraud from companies that sold meat or took money for phony educations. And in his brilliance he started a mortgage company in 2006!! In any event don’t confuse business experience with economic expertise needed to understand the world economy.They’re totally different As an example, Trump proposed a 45% tariff on imports from China. Every economist has condemned it, from the Right or Left. It’s basically a repeat of the 1930 Smoot/Hawley Act that accelerated world into a deeper depression. It’s Keyensian 101, any first year economics student knows that. Trump doesn’t.  Having no knowledge he has no ideology. His appeal, therefor, is not ideological, it’s psychological.

His appeal, mostly, but not always, is to those who, like himself, have little understanding of the issues and like all good demagogues he has created stalking horses, bogeyman, to attract and distract his followers. Hitler used the communists and the Jews. Trump uses aliens and those on welfare. He is a man unguided therefor unhindered by principle.

Cruz is completely different. Highly intelligent and highly educated, he has extensive knowledge and an extensive, conservative, ideology. His ideology wants to take us back to the time of our founding fathers. It does sound attractive. The problem is only 1% of Americans could vote them, 40.000 out of 4 million. All property holders. The rest, women, children, blacks, were either slaves or, essentially, indentured servants (yes, the women too).

I wonder if it’s a coincidence that the number was 1% then and 1% now. I think not.

Rubio: glib but little substance; Kasich: a competent and knowledgeable man with social views that would take us back to the 50’s.

On a brighter note. Bernie is a good man, knowledgeable, honest, a truly enlightened man but who’s economic views are too narrow. He doesn’t see the entrepreneur in the equation. But perhaps he’s necessary to balance the distribution of the fruits of our successful economy, to give back what has been taken away from the middle class. I consider the growing feudal economy one of the two greatest dangers facing the US. The other is the environment.

On to the most viable candidate, Hillary. Brilliant, highly educated and knowledgeable about the issues of the day, both foreign and domestic, she lived and worked beside Bill, and no shrinking violet, she had involved herself in everything he did. Whether Bill lives or dies his knowledge will live on in her.

Her efforts at health care for all and gay rights brought disapproval from the public and a Republican Congress in 1994. Sadly, she was ahead of her time.

Let’s examine the aura of mistrust manufactured by the Republicans that poisons her campaign today, even among many Democrats. I doubt that she had any idea of the importance of her server and email during a time of technological transition. People of her (and my) generation didn’t understand or focus on it and would have delegated it to an assistant. But it is still a threat to her and time will tell how much.

As for Benghazi, her efforts to control the spin were so minor that it shouldn’t even be considered. Perhaps Bush, spending trillions of dollars and sending 5.000 men to their deaths in Iraq with 10’s of thousands injured, on manufactured evidence, might be a bit more of a crime.

Her term as Sec of State did show little success. Her greatest achievement was in determining what the Iranians needed to give up their nuclear program and rejoin the economic community. They realized that the sanctions imposed, because of their nuclear program, was destroying their economy and, in any event, was no longer needed since there was no longer a threat of an American invasion. What they needed was to save face, all important in the Middle East. She, and subsequently Kerry, made sure they did. Ending the very real threat of a nuclear conflict is no mean feat. And she participated in that.

As for domestic policy, her entire history, before New York, has been about helping the middle class and the disadvantaged. Yes, being a Senator from NY required her to cater to bankers and Wall Street, it goes with job.

Presidents are concerned with one thing, their historical legacy. Everything else is secondary. Hillary will work for the middle class and, with a little help from the other side of the aisle (questionable), she will be successful.

George Robbat has been a long time member of Intellectual Conversation Group as well as table discussion host and facilitator of current events discussion.  Currently retired as a business manager of several companies including Orlando Nightclub Enterprises, Roxy Management Corp and other business concerns relating to night club industry.