Maximize Your Influence

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