Maximize Your Influence

Of all the tools in your persuasion toolbox, strategic questioning is probably the one most often used by Power Persuaders.  Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out your prospect pain.

The Neuroscience of Trust

Want to get more techniques on how to find your prospect’s pain?  How to discover their true problem?  Get them to reveal what is really happening?  Join me for this week’s podcast on Peel The Onion – How To Find Their Pain Or Problem.

Direct download: Podcast_365_-_Peel_The_Onion___How_To_Find_Their_Pain_Or_Problem.mp3
Category:sales -- posted at: 7:00am CDT

Most people waste the majority of the day because of their inability to focus and concentrate.  It is difficult to influence others if you cannot stay focused or are unable to work on the current task. 

Do you want to know the latest research on top persuaders?  Ever wonder how technology can help/hurt your influence?  Do you want to manage your time better?  Join me for this week’s podcast on New Research On Top Performers - Interview With Lisa McLeod and find out.

How To Persuade UNDER The Radar

The best way to reduce resistance and help your prospect persuade themselves is by using a story.  Stories are powerful tools for persuaders.  Compelling storytelling automatically creates attention and involvement with your audience.  

Want to master the art and science of telling an engaging story while you persuade without detection?  Ever wonder how to structure that perfect, hypnotic story?  You are in luck – Join me on this week’s podcast, where I take a deep dive into How To Tell An Engaging

PS. our Black Friday special starts next week! 

It is holiday time and everyone wants to know about that special deal.  Well, if you are tired of 2020 and all the craziness and ready to make 2021 your year – then this will rock your world. 

Stay tuned for next week!

Direct download: Podcast_362_-_10X_Your_Income_-_Interview_Chris_Kenney.mp3
Category:sales -- posted at: 6:30am CDT

Great persuaders have mastered their fears. You will be tempted to leave your fears buried, but they will invariably come back to haunt you. It is much better to deal with fears directly, especially considering that whatever we fear most is never as bad as we think.

Want to know more about your prospect being scared to make a decision?  Why people delay saying yes?  How fear can be instantly overcome and help people become easier to persuade?  Join me for this week’s podcast on When Your Prospect Feels Scared, Fear Or Wants To Delay That Decision and get more tools for your persuasion toolbox.

Crazy times right now where people just can’t get along or even have a discussion about society or politics.  Most people forget that the human brain needs to be right. It is hard for us to admit we are wrong.  Even if we are shown proof that we are wrong.

We are programmed to justify what we are doing or thinking is right and avoid taking responsibility when things go wrong. It is easier for us to find ways to prove ourselves right (even when we are wrong) then to admit why we are wrong. 

Why are we so divided by our beliefs?  Do you want to discover additional insights and techniques on how to persuade others during a conflict?  Do you know what to do when someone does a persuasion sucker punch?   If you want to get more persuasion tools - listen to this week’s podcast on The Persuasion Sucker Punch – Blinded Sided By Rhetoric. 

Direct download: Podcast_360_-_The_Persuasion_Sucker_Punch___Blinded_Sided_By_Rhetoric__.mp3
Category:sales -- posted at: 6:30am CDT

Are you a Seinfeld fan?  Have you seen the episode of the close talker?  Is that you?  Are you sure?  Do you know others that consistently violate your space?  Let’s talk about proxemics or the science of space.

Do you want to discover additional insights and techniques on space, touch, handshakes and what repels others?   If you want to get more persuasion tools - listen to this week’s podcast on How Space, Touch, and Proxemics Can Attract or Repel Your Prospect.


It is impossible to talk about time management and not end up talking about procrastination. Why is the tendency to procrastinate so prevalent? We know it does us no good, and yet it plagues even the best of us. Putting things off until the last minute never gives the best results.

 Tell tale signs your coworkers despise you

Do you want to know additional insights and techniques on how to manage your time and accomplish more during the day.  Every thought maybe a few tweaks to your day can dramatically increase your income?  If you want to know more than listen to this week’s podcast on  How to accomplish 10x more in half the time.

Direct download: Podcast_358_-_How_to_accomplish_10x_more_in_half_the_time.mp3
Category:sales -- posted at: 6:30am CDT

Do you want to know additional insights and techniques on how to program your mind for success?  How to thrive in strange and different times?  If you want to know more than listen to this week’s podcast with my guest Chad Hymas.  Discover your motivation, renew your hope, and be inspired by the Phil Mickelson Story.

I am not going to be politically correct today.  I know it is not fair.  I know we should not judge, I am here to help you with reality.  Everyone judges your online photo and some things you can fix – some you can’t.

Focus on the things you can improve and don’t worry about the rest.  Let's talk about the Halo Effect. It operates by making one positive characteristic of a person alter other people's overall perception of him. Because of this halo effect, people automatically associate traits of kindness, trust, and intelligence with people who appear attractive.

Food psychologists eyeball cereal characters

16 Tricks To A More Attractive Profile Pic [Backed By Science!]

Do you want to know additional tips and tricks on how to appear more attractive?  Do you understand how to make your online pic more persuasive?  If you want to know these key elements of your online pic/image then listen to this week’s podcast on Are You Persistent or A Pain In The Butt? Plus Photo Persuasion Hacks. 

Influential people have excellent communication skills that captive, inspire and rivet the audience.  They can articulate their vision and make that vision come alive in the audience’s mind.  It is like listening to a movie, they have created a mental picture so strong that it feels real. 

Why some people lie to appear more honest

Do you want to know how to use Edutainment (Education + Entertainment) in your presentations?  Do you understand how to implement Gamification during a persuasive encounter?  How to do you keep your prospect engaged and listening while you are influencing?  If you want to know these key elements of a great presentation then listen to this week’s podcast on How Edutainment and Gamification Are Used to Deliver Influential and Engaging Presentations.

How do great persuaders prepare their minds for success?   The mental aspect of the game is one of the most important (and usually most neglected) traits of success.

This mind training or self-persuasion is what gives great persuaders the psychological edge.  It's true that "you'll only achieve it once the mind believes it."  By "programming" our minds, we dictate our future. It's just that simple.

Why Cognitive Load is Hurting Your Conversions

I take a deeper dive into mental training and mindset on this week’s podcast.  I also explore if the Law of Attraction is real and if the movie “The Secret” really works.  If you are wondering why success and wealth are taking so long – this is your missing link.  Click here for this week’s podcast – Using Law of Attraction to Motivate and Persuade Yourself And Others

One of the very best ways to establish and maintain rapport is to be a good listener. Most of us hear—but don’t know how to listen. Listening is one of those skills that gets a lot of lip service, but we still stink at it. We think we know all about it and therefore are already good at it.

Unfortunately, nothing could be further from the truth. Studies show that poor listening skills still account for 60 percent of all misunderstandings. 

Is being generous the next beauty trend?

Get to understand how to influence below the radar and directly into the brain on this week’s podcast – Why 95% of Persuasion and Influence Involves a Subconscious Trigger.

Closing skills were the big thing when the internet did not exist.  Back when a persuader had to explain your product/service from A to Z.  We were taught that closing skills were all you needed. If you did not persuade enough people, you had to learn more closing skills.

Being a selfish jerk doesn’t get you ahead, research finds

Listener Email Link: 

Want a list of closes that still work?  How to deal with people that are jerks?  Get up to speed how opening and closing the sale has changed.  Then join me on this week’s podcast – Closing vs Opening the Sale: Proven and Old School Closing Techniques

"Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another." -Napoleon Hill

Learn more public speaking and critical business skills.  Find out what Bill Gates and Warren Buffet claim to be the most important skills you need to master to be successful in life and business.  Join me this week’s podcast  - What Bill Gates and Warren Buffet Say Is The Most Critical Business Skill.

Find people who are experts in their field, ask questions, attend seminars and workshops and take college classes. Success is an open book test; the answers are all there right in front of you when you're willing to look for them.

Learn more about mentors and success.  Join me this week’s podcast with the mentor of all mentors.  I Interviewed Shark Tank’s Kevin Harrington.  We focused on Keys to Business, tips to Success, and how to find mentors.  Shark Tank’s Kevin Harrington - Keys to Business and Success 


To find out more about Kevin and his new book visit and you will and receive 30 days of free mentorship from Kevin and Mark.

Want to know more about the traits and mistakes of power persuaders?  Join me for this week’s podcast on The Forgotten Trait Of Influence - And Covid Makes It Worse.  I take a deep dive into common persuasion blunders of most people and traits of influencers.

Article from the podcast:

Increases in physical activity tend to be followed by increases in mood

Direct download: Podcast_349_-_The_Forgotten_Trait_Of_Influence_-_And_Covid_Makes_It_Worse.mp3
Category:sales -- posted at: 10:35am CDT

Your voice is your calling card.  Your voice must exude confidence, courage, and conviction.  We judge others by their voice:  arrogant, nervous, weak or strong. 

If you sound uncertain and timid, your ability be accepted as an expert will deteriorate.  Your voice will either connect you with your audience or disconnect with them on a subconscious level. 

What does your voice trigger in people?  What words do you use that are repelling people?  Your voice must be interesting and easy to listen to in order to help, rather than hinder, your ability to gain charisma and influence others.

 Lemon Scent May Bolster Body Image

Discover the keys to the right way to get someone interested in you or your business.  Join me for this week’s podcast on The Death Of The Elevator Pitch. 

Direct download: Podcast_348_-_Death_Of_The_Elevator_Pitch.mp3
Category:sales -- posted at: 6:30am CDT

The right negotiation techniques will make a difference in your success and income.  Many of the negotiation techniques you have learned in the past - no longer work.  Top persuaders have mastered the art and science of communication and negotiation.  Let’s talk about negotiation blunders.

 14 habits of the most likable people

Want to know more about making the first offer?  How likability affects persuasion?  Want to know the best way to justify your high/low offer?  Then join me for this week’s webinar where I will take a deeper diver, offer additional tools on negotiation.  Join me for Should You Make The First Offer In Negotiation?

Direct download: Podcast_347_-_Should_You_Make_The_First_Offer_In_Negotiation.mp3
Category:sales -- posted at: 6:30am CDT

When you are not disciplined in all aspects of your life, it will pull you down.  Let’s say you are disciplined in 4 areas of your life and in 2 areas you are not so disciplined.  Each weak area of your life affects the strong areas of your life.  Self-discipline is critical in every aspect of your life.  

Ask yourself where are your habits taking you?  Then ponder about what are the long-term consequences of this habit?  The key is coming up with a game plan on how you are going to replace this habit and what are you going to do when your self-discipline is feeling weak.  Choose your weakest habit today and find your solution, and create a game plan.

If you want to understand self-discipline and success – listen to this week’s podcast for success expert James Malinchak.  We take a deep dive into what it takes to be more successful and how to make your business grow.

To learn more about James visit his website here.

Direct download: Podcast_346_-_Interview_James_Malinchak.mp3
Category:sales -- posted at: 11:00am CDT

Do you repel people?  Most people say no.  Although most of us do things that repel people.  You have met people that just rubbed you the wrong way.  They repelled you, you did not like them and you did not want to be around them.  The key is that they never told you what you did wrong or how you made them feel, they just left. 

These mistakes are a silent influence  killers.  Most people will never say anything to you that will alert you to the fact they are feeling this way.  They are more comfortable lying to you—so they don't hurt your feelings. 

Download the Free Report on Do You Repel People Or Listen to the Podcast - Do You Repel People - Rethink Your People Skills Or Watch the Video - Top 10 Things You Are Doing That Annoy And Repel People

Direct download: Podcast_345_-_Do_You_Repel_People_-_Rethink_Your_People_Skills_1.mp3
Category:sales -- posted at: 6:30am CDT

Successful persuaders all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences.  Typically, news broadcasters are trained to inflect their voices downward at the ends of sentences because doing so suggests confidence and authority.  Upward inflections tend to suggest a lack of confidence and doubt. 

Your voice is who you are.  It is your trademark and your calling card.  Your voice must exude energy, confidence, and conviction.  We tend to judge others by their voice:  confident, nervous, relaxed, energized, tired, weak, strong.  If you sound unsure and timid, your ability to persuade will suffer.

Want to know more? 

Join me for this week’s podcast on Your Zoom Voice:  How to Make Your Voice Captivating and Persuasive In An Online World. You will Discover....other elements needed to make your voice more influential, how to know if someone is smiling while they are wearing a mask, and how to know when you have developed and created rapport with a stranger.

Direct download: Podcast_344_-_Your_Zoom_Online_Voice_During_Corana_Virus_times.mp3
Category:sales -- posted at: 6:30am CDT

Increase your scarcity with your product or service and you will find your prospects begging to get started.  Make sure you follow the 3 critical aspects of scarcity.  Make sure your urgency is immediate, legitimate, and believable. 

The Sweet Psychology of Indulging During a Pandemic

Want to know how to increase scarcity and urgency?  Want to know how to keep prospects and coworkers to keep their deadline?  How to get them to say yes now – instead of later?  Join me for the podcast on How to Get Others to Take Immediate Action (not I’ll do it later)

Deep down we want everyone to listen to our message and we want to influence them to our way of thinking.   Every day you either persuade others to your point of view or they persuade you to theirs. We have learned from society to use intimidation, coercion, control, force, or sometimes compromise to get what we want.

Candidates who use humor on Twitter may find the joke is on them

One of these differences most of us don’t think about is those that are left-handed.  Did you know around 10% of the world is left-handed and most left-hander's brains are organized differently?  How you persuade someone that is left-handed?  You must adapt and learn to speak their language.  Join me for the podcast on Did You Know Selling A Left-Handed Person Is Different?

Direct download: Podcast_342_-_How_To_Adjust_When_You_Influence_A_Left_Handed_Person.mp3
Category:sales -- posted at: 6:30am CDT

There is a strange psychological phenomenon in regard to drawing conclusions.  If someone tells us exactly what to do, our tendency is to reject that forced choice.  Especially when we feel like it is our only option.

The solution is to offer your prospects a few options so that they can make the choice for themselves.  People feel the need to have freedom and make their own decisions.  If forced to choose something against their will, they experience psychological resistance and feel a need to resist the decision.

Testing the objectivity of vision and BIAS

The challenge is there are a few downsides to using options and choices.  For example, too many options can paralyze your prospect.  Discover a few more “what to do,” and a few more “what not to do,” on this week’s podcast.   Join me for the podcast on The Power of Choices and Options - A Key To Your Close.

Direct download: Podcast_341_-_The_Power_of_Choices_and_Options_-_The_Key_To_Your_Close.mp3
Category:sales -- posted at: 6:30am CDT

We can’t fix this habit in ourselves or in our prospects until we understand the WHY of procrastination or the WHY or putting things off.  While there are many different psychological factors motivating a person’s tendency to procrastinate, the number-one reason is fear of failure or rejection. We often exhibit avoidance, reluctance, apathy, and rationalization when we are afraid.

Does your prospect take their sweet time to get you a decision?  Do your kids put things off until the last minute.  Do you tend to misjudge how long it takes to get things done?  These are all forms of procrastination.  Let’s take a deep dive and understand the why of procrastination and how to overcome this challenge. 

How much money this has cost you?  Let me share with you a few keys to overcome your procrastination and help your prospects overcome their procrastination to make a decision.  Join me for this week’s podcast on Procrastination Is Self Sabotage Based On Your Fears.

No one can follow through on an act or message without first thinking or seeing in his or her mind that it is possible to accomplish it.  You can mentally achieve participation by helping your audience visualize and see in their mind how your product or service will help them.

Another key aspect of creating an image or vision in their mind is to use metaphors and similes.  These persuasion power tools instantly create an image in the mind.  They also help with objections and hard to understand concepts.  Join me for this week’s podcast on How Metaphors And Similes Increase Influence.

Direct download: Podcast_339_-_How_Metaphors_And_Similes_Increase_Influence.mp3
Category:sales -- posted at: 6:30am CDT

As a persuader, you need to help your audience be one step closer to taking action. As a Power Persuader, your goal is to decrease the distance someone has to go to reach your objective. Your task is to make it as easy and as simple as possible. You need to decrease the mental, social, or physical distance they need to travel to be persuaded.

Do you want to know how to simplify the persuasion process?  How to make it easier for them to say yes?  How to decrease the distance with your prospects?   

4 Ways to Communicate When You Can't See Someone's Face

Join me for this week’s podcast on The Persuasion Easy Button.

Direct download: Podcast_338_-_The_Persuasion_Easy_Button.mp3
Category:sales -- posted at: 6:30am CDT

What makes someone successful?  Why do some people achieve wealth, while others don't? How can we predict who will make it big, who will barely make ends meet, and who will fail?  How do we quantify the characteristics of highly successful people?

Are you prone to feeling guilty? Then you’re probably more trustworthy, study shows

Sales Hacks

Great persuaders don't even have to use closing techniques. That's because their audience is ready to purchase before the end of the conversation has even been reached.

Want more tools in your persuasion toolbox?  Want a better understanding of influence triggers that will help the people persuade themselves?  Join me for this week’s podcast on Sales Hacks - Triggers to Persuasion.

Don't forget to take advantage of my introductory special for 111 Sales Hacks  

Direct download: Podcast_337_-_Sales_Hacks_-_Triggers_to_Persuasion.mp3
Category:sales -- posted at: 6:30am CDT

The Law of Involvement suggests that the more you engage someone's five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you'll be.  Your prospect’s could listen to an entire presentation and not feel or do a thing.  

How do you keep attention during this new world of online meetings? We have Zoom, Gotowebinar, and Skype to add to our persuasion arsenal.   How do you keep people engaged during these meetings.  How do you influence when you are not physically there?  Join me for this week’s webinar on How to have Captivating, Engaging And Influential Online Meetings/Webinars.

The great persuaders I have found and interviewed are happy people.  They love and enjoy life. They are very successful.  They attract people to them.  How does society define success?  By fame, fortune, achievement, or material wealth.  

When Likes Aren’t Enough: A Crash Course in the Science of Happiness

Notice that every single one of these measures is external.  None of them has anything to do with inner peace or purpose.  We think we will be happy when we finally make our fortune, graduate from college, retire, are promoted, or end up at the top in business.

Want to understand the science of happiness?  The role of using humor in persuasion?.  Join me for this week’s podcast on the Science of Being Happy (And Creating Happiness).  I will take a deep dive into the simple things we can do to increase our happiness and the happiness of everyone around us.

Direct download: Podcast_335_-_Science_of_Being_Happy_And_Creating_Happiness.mp3
Category:sales -- posted at: 6:30am CDT

Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, "I'm just looking; I'll come back later," or "It's too expensive," or "I have to talk to my spouse before I decide."

How Passion For Your Job Can Backfire

There are things you are doing right now that cause people to resist you and your message.  These mistakes are simple to fix, but expensive to have.  Join me on this week’s podcast on Why You Are Causing The Resistance And Rejection.  Discover simple ways to reduce resistance and be more influential.

Direct download: Podcast_334_-_Why_You_Are_Causing_Resistance_And_Rejection.mp3
Category:sales -- posted at: 6:30am CDT

Why do you get so much resistance, especially when it is a no brainer for them to say yes?  It usually comes back to a bruised ego or low self-esteem.  It can be easily fixed with a little praise and understanding of human nature.  Most people don’t praise because they are concerned it will appear phony, their prospect won’t believe them or they might even get upset. 

Impostor syndrome is more common than you think

Have you ever heard of Imposter Syndrome?  Do you have it?  Do you work with people that do?  A few of the causes can be low esteem, lack of praise and unrealistic expectations.  On this week’s podcast, I talk about imposter syndrome and how it hinders your ability to influence and how to persuade past it.  Click to listen to….. Imposter Syndrome, Ego, And Influence

Direct download: Podcast_333_-_Imposter_Syndrome_Ego_And_Influence.mp3
Category:sales -- posted at: 6:30am CDT

What skills do you need to influence in these crazy times when everyone is full of fear, doubt, and despair?  You need to have personal courage and radiate confidence in your prospects. The Latin root of the word courage means heart, bravery, will, and spirit. 

 People eat more when dining with friends and family

How do you get your prospects to have more courage, overcome their fear and make a decision?  How do you provide a safety net that provides confidence for them to move forward?  What are the key ingredients to reduce their risk and get them to move forward?  Find out on this week’s podcast - Risk Reversal And Your Prospects Safety Net.

Direct download: Podcast_332_-_Risk_Reversal_And_Your_Prospects_Saftey_Net.mp3
Category:sales -- posted at: 10:51am CDT

The question of the day is about mood. Does your prospect’s mood affect your ability to influence them? Does your personal mood affect our ability to persuade others? 

Let’s find out!

Mood plays a major role in how people make decisions about time management

Learn to be aware of their moods and your attitude.  Great persuaders know when it is time to help your prospect change their mood.  How do you change their mood and even switch your mood? 

Join me for this week’s podcast on How Mood Helps Or Hinders Influence.

Direct download: Podcast_331_-_How_Mood_Helps_Or_Hinders_Influence.mp3
Category:sales -- posted at: 6:30am CDT

Want Success?  Want Wealth?  Wondering what is taking so long?  The formula is simple.  Start thinking, acting, and doing what successful people are doing.  Success is an open book test.  Time to get the answers.  The key is to model professional athletes or millionaires.  We call this the “success mindset” or “mental programming.”

marshmallow experiment

Join me for this week’s podcast that will get you back on track on how to inspire others (and yourself).   How To Inspire And Energize Anyone Podcast.

Direct download: Podcast_330_-_How_To_Inspire_And_Energize_Anyone_Even_Yourself.mp3
Category:sales -- posted at: 6:30am CDT

Great persuaders are great communicators. Well-known motivational speaker and best-selling author Jim Rohn said it best: “When I learned how to effectively persuade and communicate, my income went from six digits to seven digits.” Your communication skills are critical for your success, yet this is another set of overlooked skills that are not effectively taught in school. Communication includes phone skills, face-to-face interactions, group presentations, and even email.

Emotionally intelligent bosses make for happier, more creative employees

Persuasion Blunder

What is the one skill most presenters don’t have?… Are you sitting down?  It is the ability to handle a heckler.  Someone that says something mean, throws out a venomous comment or tries to show the group how they know more than you.  Do you know this type of person?  Every group has one.  Join me for this week’s podcast as we discuss How to Handle The Heckler, Clueless people and pointless disruptions.

Direct download: Podcast_329_-_How_to_Handle_The_Heckler_And_Difficult_People.mp3
Category:sales -- posted at: 6:30am CDT

Closing skills were the big thing twenty years ago. We were taught that closing skills were all you needed. If you did not persuade enough people, you had to learn more closing skills. Nowadays, sure, it's nice to have a few closing skills in your persuasion toolbox, but shouldn't you spend more time opening up your audience before you even think about closing a deal with them?

Join me for this week’s podcast interview with Jeremy Miner.  We explore NEPQ Selling.  Discover why closing no longer works and how to lead your prospects down the path to persuasion and influence.  Jeremy is the CEO of 7th Level a Global sales training firm.  His clients include Google, Kia Motors, and Lyon Financial.

He has pioneered an internationally recognized sales training methodology that to date has helped more than 200,000 salespeople in over 40 countries achieve exceptional results.  Click Here for Selling With NEPQ.

Direct download: Podcast_328_-_Jeremy_Miner_Interview_-_New_World_of_Selling.mp3
Category:sales -- posted at: 6:30am CDT

More than anything else, passion recruits the hearts and minds of your audience.  Great persuaders radiate heartfelt passion.  When the audience can sense your passion and genuine conviction for your cause or product, they will emotionally jump on board.  We all love people who are excited and filled with believable zeal for their subject.  Passion is critical to influencing others, yet less than half of all persuaders interviewed have a passion for their product or service.

Nearly 40% of beer-drinking Americans won’t buy Corona due to coronavirus, study shows

Do you want to increase your passion?  Do you want more presence?  Do you want more people to notice you?  In this week’s podcast, I focus on Persuasion, Passion, and Presence.  Discover how to get your prospect to want to do, what you want them to do – and like doing it.

Direct download: Podcast_327_-_Persuasion._Passion_and_Presence.mp3
Category:sales -- posted at: 6:30am CDT

Great persuaders know and understand how to use different forms of power, but if you're like most people, you just cringed at the word "power."  Is power something we're really allowed to talk about?  Is it good or bad?  Can we have power over our audience?

Eyes and citrus smell could help cut hospital infections

There are many other positive forms of power that can be used during the persuasion process.  You will be surprised how many different kinds of power exist and how you can add them to your toolbox of influence.  Join me on this week’s podcast titled How Personal Power Increases Your Influence. We will discuss the various forms of power and how to use this power during persuasion.

Direct download: Podcast_Editing_326B.mp3
Category:sales -- posted at: 6:30am CDT

Do you suffer from the Wobegon Effect?  What is it that you've been telling yourself and everyone else you do really well, when in fact you don't do it well at all—or at least you're not above average, as you've been trying to convince yourself and everyone else?   Join me for this week’s podcast on 10 Sales Mistakes Costing You Money.  Find out what mistakes you are making (and don’t even know it) and how to fix those mistakes. 

New Research Suggests We Shouldn’t Trust Facial Expressions

Direct download: Podcast_325_-_10_Sales_Mistakes_That_Destroy_Your_Influence.mp3
Category:sales -- posted at: 2:46pm CDT

Let’s discuss how the fear we all have can destroy your ability to persuade and influence.  We all experience rejection in small doses every day.  But what about when we persuade for a living?  Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income.  Running away from the rejection solves nothing. Letting our fears overtake us and paralyze us also solves nothing.

People bend truth, even at personal monetary cost, to avoid appearing dishonest

Do you have sales phobia?  Do certain fears hold you back from achieving greatness?  How much money have these fears cost you?  Did you know you were only born with 2 fears?  Did you know fear is easier to conquer than you think?  Join me on this week’s podcast as I address: "How To Conquer Your Sales Phobia."


Direct download: Podcast_324_-_Conquer_Your_Sales_Phobia_-__Fear_and_Influence.mp3
Category:sales -- posted at: 6:30am CDT

Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get the last one on the shelf. The more the scarcity of an item increases, the more the item increases in value, and the greater the urge to own it.  

Now the key with scarcity and urgency is in the application.  There are key elements that have to be implemented to make sure scarcity works.  Most people use scarcity the wrong way and it becomes high lactose or cheesy.  Join me for this week’s podcast The Most Abused, Overused, Still Need to Use Persuasion Technique

Commitment has a lot to do with perspective.  When you consider your personal perspective, do you see the big picture, or are you swept up by the whims of the moment?  You have to make sure your perspective is rock solid; otherwise, your commitments will be flimsy.  We all know that when someone says, “I’ll try,” it will never happen. “I’ll try” versus “I will” are two different attitudes.  

With one, you are committing. With the other, you’re leaving yourself room for a way out.  Make sure the commitments you make in a moment of excitement have the sustaining motivation to take you to the next level.  Great persuaders make their commitments stronger than their moods.

One of the key ways to make sure our commitment remains strong is to develop willpower and the ability to delay gratification.

How can you increase your commitment level?  How do you keep those promises to yourself?  Is there a goal that keeps nagging at you?  Good news!  There are solutions.  Join me for this week’s podcast as I interview Jason Hewlett.  We are going to discuss three questions and reveal the solutions.  

Join me for this week’s Podcast on How To Apply Behavioral Design to Persuasion. 

We will discuss the two simple psychological shifts that will increase your ability to influence.  Discover  how to get your prospect in the right “MindState” that will open the doors to persuasion.

I also interview Will Leach, who wrote : Marketing to Mindstates.”   He said:

If you're a salesperson, you can likely attest to the fact that selling is more difficult today than it's ever been. Landing that meeting with a prospect is nearly impossible because we're all dealing with endless distractions and overtaxed schedules. And when you do land that meeting, you must often overcome their psychological feelings of choice overload and aversion to making the wrong choice. To put it simply, we (and prospective buyers) are overwhelmed.

These twin forces — choice overload and loss aversion — can paralyze our prospects from making decisions, which can cause us to lose time and sales.

Check out Will's Book:  "Marketing to Mindstates - the Practical Guide to Applying Behavioral Design to Research and Marketing" and his website:


Direct download: Podcast_321_-_How_To_Apply_Behavioral_Design_to_Persuasion__Will_Leach.mp3
Category:sales -- posted at: 6:30am CDT

It is common sense to realize you have to keep your audience's attention in order to persuade them.  If you lose them, you lose your chance for them to understand and accept your proposal. We know from our own personal experience that we tend to let our minds naturally drift when we are listening to other people.  

Another helpful tip is the primacy and recency effect.  You should strategize the sequence or order of your presentations.  Sometimes you should go first in the persuasion process.  Sometimes you should go last.  Join me for this week’s podcast as I explore The Primacy vs Recency vs Von Restorff Effect.

Direct download: Podcast_320_-_Primacy_vs_Recency_vs_Von_Restorff_Effect.mp3
Category:sales -- posted at: 6:30am CDT

Great persuaders can maintain the attention of their audience. Research shows that people’s attention spans are getting shorter and shorter.  The moment you lose their attention, you can no longer persuade them. You could have a great Website, be a sharp dresser, publish a great brochure, or have any manner of impressive credentials.

The reality is, however, that the number-one persuasion tool is you, and a big part of how you present yourself is through your communication.

Long gone are the days of counting on the subject matter to speak compellingly for itself, compensating for your inadequacies as a presenter. Nowadays, you’ve got to get inside your audience’s minds, and you’ve got to get there fast.

Direct download: Podcast_319_-_Visual_Influence_-_The_Perfect_Persuasive_Room__.mp3
Category:sales -- posted at: 6:00am CDT

It is not your new goals that will cause you to fail this year – it is how you motivate yourself to stay on track to keep your goals.  Motivation is everything to a great persuader.  Motivation is critical not only for achieving the big goals but also for making all the little steps in between.  

Unlimited Long-Term Motivation

Join me for this week’s podcast on how to consistently stay motivated to achieve your goals.  The great news is this is also the same formula you can use to motivate your prospects.  This groundbreaking research will help you stay motivated and achieve all your goals. 

Direct download: Podcast_318_-_Unlimited_Long-Term_Motivation_For_You_And_Your_Prospect.mp3
Category:sales -- posted at: 6:30am CDT