Maximize Your Influence

Do you know when it is time to shut-up?

Are you talking too much?

Do you data dump, vomit or do the show up and throw up?

Upward Physical Movement Brings Back Happy Memories

Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you spout off about features, the more your audience mentally checks out.

Santa Sweater Walmart Article

Direct download: Podcast_317_-_Know_When_to_SHUT-UP_-_You_Are_Over_Selling.mp3
Category:sales -- posted at: 6:30am CDT

We have all heard that during the persuasion process you need to focus on getting the “yes” from your audience.  Does that work?  Is that true?  The answer is – it depends.  Great persuaders look for times when they can get affirmation from their audience.  They engineer their persuasive message to get as many verbal, mental, or physical "yeses" as they can throughout their presentation.  And there is good evidence to support this practice.

Listen for all the answers!

Direct download: Podcast_316_-_Psychology_of_Yes_and_the_Power_of_NO.mp3
Category:sales -- posted at: 6:30am CDT

The objection you get the most is the objection you still have. So you need to go back to the drawing board.  Do you really believe in your product or service?  Do you really believe it's worth that price?  Do you really believe it's helping out, changing lives and making the world a better place?  You have to believe in your product or service.

What Your Desk Reveals About Your Personality

Join me for this week’s podcast as I take a deep dive into objections and how you are manifesting objections and creating unnecessary resistance.  I focus on The Fake No - The False Perception of Resistance.

Direct download: Podcast_315_-_The_Fake_No_-_The_False_Perception_of_Resistance.mp3
Category:sales -- posted at: 6:30am CDT