Maximize Your Influence

The Hostile Prospect

This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques:

Find common beliefs and establish a common ground.

Use appropriate humor to break the ice.

Don't start the presentation with an attack on their position.

You are only trying to persuade on one point; don't talk about anything else that could trigger disagreement.

Because of your differences, they will question your credibility. Increase your credibility with studies from experts or anything that will support your claim.

They will try to find reasons to not like you; don't give them any.

Don't tell them you are going to try to persuade them.

Express that you are looking for a win-win outcome rather than a win-lose situation.

Show them you've done your homework.

Respect their feelings, values, and integrity.

Use logical reasoning as clearly and as carefully as possible.

Use the Law of Connectivity and the Law of Balance.

Direct download: Podcast_119.mp3
Category:general -- posted at: 12:50pm CDT

Have you ever noticed how some people can captivate, inspire, and influence others without effort?  Other people instantly like them and want to be around them. Some individuals can enter a room and everyone notices. They seem always to get what they want because the people around them want to give it to them. How do they command such instant attention and influence everyone they meet?

This is the power of charisma. Charisma is a vital persuasion and life skill that can and must be mastered if you are going to influence others.

People often ask me what is the most important tool or skill in the entire influence toolbox? What is the one thing I can learn to achieve maximum success? The answer is simple. If there were one skill to master out of all the tools of persuasion and influence, it is charisma. It gives you the quickest return on your time and dramatically increases your success and income.

This vital success skill permeates every aspect of your life. Your career, your relationships, your ability to influence, and your income are all related to your ability to radiate charisma. Have you ever wondered why two people with the same education, the same contacts, the same IQ, and the same experience get dramatically different results from their lives? One enjoys massive success while the other one is barely making ends meet. Some call this simple luck, but when you have charisma you are guaranteed to have good luck. Imagine your success in life when you can automatically get others to willingly do what you want them to do, beg to do it, like to do it, and tell all their friends that they should also do it.

Charisma is the ability to empower and persuade others to believe in you, trust in you, and want to be influenced by you. You captivate and motivate them. You help them see themselves in the future carrying out your vision. They are moved and energized by your passion and enthusiasm. They are magnetized and driven by your charisma. They are lifted and inspired by your optimism and expectations. In essence, you’re a source of empowerment, encouragement, and inspiration.

Direct download: Podcast_118.mp3
Category:general -- posted at: 11:51am CDT

Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, helps you create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and motivate people.  Appropriate use of humor increases trust in your audience.  

Humor can also distract your audience from negative arguments or grab their attention if they are not listening.  Humor diverts attention away from the negative context of a message, thereby interfering with the ability of listeners to carefully scrutinize it or engage in counterarguments. If listeners are laughing at the jokes, they may pay less attention to the content of a message. Humor can "soften up" or disarm listeners.  Humor connects you with your audience and increases their attention to your message.  

Humor must be used cautiously, however. If used inappropriately, it can be offensive and may cause your audience to turn against you. Humor should only be used as a pleasant, but moderate distraction. As a rule of thumb, if you are generally not good at telling jokes, don't attempt it. Be sure that you have good material. Non-funny humor is not only ineffective, but irritating. Modify your humor so that it is appropriate for your audience.  

Another aspect of humor is the smile.  A smile is free, generates a great first impression, and shows happiness, acceptance, and confidence. Your smile shows that you are pleased to be where you are, or happy to meet this person. As a result, they become more interested in meeting you. Smiling also conveys a feeling of acceptance, which makes your listener more trusting of you. It has been shown that sales representatives who smiled during the sales process increased their success rate by 20 percent. However, as with traditional humor, use a smile appropriately.

Direct download: Podcast_117.mp3
Category:general -- posted at: 1:49pm CDT