Join me for this week’s podcast on How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect. I will explain the David and Goliath Effect and how to leverage it to persuade with power.  I will explain additional techniques on how to use these concepts to get more support and increase your sales.

Coffee Cup Test

Charismatic individuals and psychopaths have mastered the ability to influence others.  Both have the tools and traits to get others to see their point of view.

 10 insights into the mystery of charisma

The Quality That Makes Some Psychopaths So Successful

 Those are the similarities, but there are also many differences.  Join me for this week’s podcast: Are You Charismatic Or A Psychopath? 

You will discover the differences Between Charisma and Psychopaths.  We will also discuss how to know someone is a psychopath.  You will be surprised many CEO’s, and your favorite politicians are considered Psychopaths.  

Charisma is the 20% that gives you 80% of your results. Charisma is the skill that will give you the quickest return on your time and dramatically increase your success and income.

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Why do people tend to resist you?  For some reason, the moment they sense you are trying to sell them or persuade them to do something – they go in the opposite direction.

So why are you getting resistance?  Are you causing it or is in coming from your prospect?  Join me for this week’s podcast on Selling through Resistance and Stigma - Interview With Franco Perez.  You will discover how to deal with resistance, stigmas, objections, and the new form of communication.

For more info about Franko visit his website here.

Studies show how people use, react to, configure, and occupy the space around them.  We all want our own space and feel uncomfortable when people violate our personal territory.  While it may sound overly obvious, research shows that many persuaders get too familiar too fast.  Disrespect for your audience’s personal space—especially when you are first meeting them – you can’t build rapport and cause resistance.

Many persuaders don’t know they are violating their audience’s space. They may think, for example, that by reaching out and touching their audience members on the arm, they will be seen as warm and friendly.  This can turn off and repel your prospect.

Bad Habits That Make You Less Attractive

Close talker Seinfeld

Join me for this week’s podcast on Personal Space, Proxemics and Violation of Boundaries.  You will discover how you are violating other people’s space and boundaries.  Find out your prospect's top complaints against you and how to easily fix them.

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Selling is changing every day.  This is due to advancements in technology, shifts in consumer trust, and evolving markets.

You speaks to me - Effects of generic-you in creating resonance between people and ideas

Join me for this week’s podcast on The Trifecta (3 Traits) of a Perfect Sales Person.  Now you know what has changed in the sales world – Discover the 3 traits and characteristics of a perfect salesperson.  Find out the key area you can develop to change your sales success.

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The Mum Effect refers to the phenomenon where individuals in a group or crowd are less likely to help a person in need when other people are present. This happens because individuals assume that someone else will take action, leading them to do nothing.  The Mum Effect also occurs when you have food in your teeth or your zipper is down, and no one tells you.

Praise for intelligence can undermine children's motivation and performance.

How do you influence others to help you without getting stuck with the Mum effect?  Especially when you need their support?  Join me for this week’s podcast on The MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper Is Down.  Discover how to use these tools to your advantage and get others to open up and not get stuck on MUM (or saying nothing).

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Adapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type, and how do you adapt your persuasion?

Baseball reveals that specialists excel after leaving comfort zones

Constantly adjust your persuasion approach based on your prospect's style and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded. 

Join me for this week’s podcast on How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality?

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Adapting your selling approach to customers who are high in Steadiness (DISC) and have a C-type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type and how do you adapt your persuasion?

The unconscious mind can detect a liar–even when the conscious mind fails

Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  Join me for this week’s podcast on How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality.

Take a quick Presentation IQ assessment.  Let’s identify how to take your presentation and influence skills to the next level.  You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.

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Adapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality?

How to make self-affirmation work, based on science

Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chances of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded. 

Join me for this week’s podcast on How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality.

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Master All Of Those Subconscious Triggers, Imagine If You Could Persuade Anyone, Anytime, Anywhere!

Visualize Your Own Personal Bottle of Persuasion Spray

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Adapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality?

The Psychological Study of Smiling

Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chance of influence.  Want to discover how to read, understand and adapt to this personality?  I take a deep dive into how this personality thinks, makes decisions, and needs to be persuaded.  

PS  -  90% Off (Only $37)

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We already know you should adjust your influence and persuade people how they want to be persuaded.  This is true for personality, culture, and especially age.  So, do you know how to adapt to Baby Boomers, Generation X, Millennials, and Generation Z?   Here is a quick reference guide of what to adjust for each generation.

Cutting back on social media reduces anxiety, depression, loneliness

Generational Differences in Workforce

This is just the tip of the iceberg on how to adapt and persuade each generation.  It is essential to understand the why of each generation, how they think, and the do’s and don’ts of the influence process for each target audience.  Join me for this week’s podcast on How Do You Sell And Adapt To Baby Boomers, Gen X, Millennials, And Gen Z? and you will discover exactly how to understand each generation and how to adapt to each generation.

PS  -  90% Off (Only $37)

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Overcoming the fear of failure is essential to unlocking one's potential for success.  Understanding your EQ, anxiety, fear, and just getting stuck on your way to success.  Join me for this week’s podcast on ­­­­­­­­­­­­­­­­­­­ Get Unstuck – How To Eliminate Fear, Anxiety, Worry In Your Life.  I will interview a Psychologist on the skills needed to take your life and success to the next level.

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Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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You find yourself in a tense team meeting, striving to defend your stance on a significant project, but you begin to sense that you're losing ground.  Your volume escalates, and you interrupt one of your colleagues to correct their perspective.

Your Brain Is Hooked on Being Right

How do we use brain chemicals to change minds?  Join me for this week’s podcast on Brain Chemicals That Help/Hurt Influence - Cortisol, Oxytocin, Dopamine, And Serotonin.  I will reveal how to use these different brain chemicals to help you persuade and influence.  You need to know some drawbacks before triggering this feeling/chemical in your prospect.  Discover more persuasion tools for your influence toolbox.

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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While it is essential to maintain ethical practices in persuasion, it's important to be aware of common deceptive techniques that some salespeople may employ. Understanding these tactics can help you recognize them and avoid falling victim to them. They are here to understand how they are used and not to use them. 

On being happy and gullible: Mood effects on skepticism and the detection of deception

Want to know more about these tactics?   Where are people crossing the line between persuasion and manipulation?  Discover the correct way to refute these tactics.  Join me for this week’s podcast on Top Deception And Dishonesty Tactics.  

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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Imagine a life where fear has no power over you. A life where you confront your fears head-on, just like the most successful individuals. It all starts with a crucial realization: unless you face your fears, how can you ever overcome them?

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party adopts your viewpoint. With persuasion, there is no compromising as there is in negotiation. 

Negotiation, on the other hand, is a process of give and take. It’s overcoming objections on both sides of an issue and ultimately reaching some common ground.

The challenge for most people during a negotiation is what they are doing wrong vs what they are doing right.  These mistakes create others to either withdrawal or retaliate in the negotiation process.  Are you committing any of these negotiation blunders?

Join me for this week’s episode on The Key Factors (And Mistakes) Of A Successful Negotiation.   You will discover the keys to success in any negotiation.  Take a deeper dive into those negotiation mistakes and know when to persuade and when to influence.

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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It’s the old “80/20 Rule.”  The most highly successful people expend 20 percent of the effort and get 80 percent of the results, while the less effective folks put out 80 percent of the effort only to get 20 percent.

Sound unfair?  Let me give you a tip for entering the world of 20 percent work/80 percent results.  Great persuaders understand that time is more important than money.   They are fanatically aware that while we can accumulate money, we cannot accumulate time.

How Do You Use Your Limited Time & Brain Cycles

How Not Using Keyboard Shortcuts Makes You Lose 64 Hours Every Year

Want that extra hour a day?  Discover on time management hack that can save you over 60 hours a year.  Join me for this week’s podcast on 4 Time Management And Productivity Hacks – How To Gain an extra hour a day.  These 4 hours can dramatically change your productivity, and you can accomplish more in less time.

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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Are you tired of feeling like your success is just out of reach?  It's time to unlock your full potential with the power of charisma!  Charisma isn't just a trait that a lucky few are born with - it's a skill that can be learned and mastered by anyone.  YES, anyone.

Charismatic Leadership

16 Compliments You Didn’t Realize Are Actually Pretty Insulting

Revenue AI and Sales Trends

Want to become more charismatic?  Want to know the formula for instant influence?  There are significant benefits to becoming more charismatic, but there is also a negative side to the tool of influence.  Join me for this week’s podcast on Weighing the Pros and Cons of Charisma and using Insulting Compliments.  You will discover the keys, tools, traits, and shortcomings of using the technique of charisma.   

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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AI has the potential to revolutionize the sales process and provide numerous benefits to salespeople.

By leveraging AI tools to automate routine tasks, analyze data, and provide personalized messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals. However, it's important to note that AI should be used in conjunction with human expertise and judgment, not as a replacement for it.

How to Respond to Rude or Inappropriate Remarks

Pause……

How crazy is it that the above text is written with Artificial Intelligence or ChatGPT.  This can be a game changer for you in the world of sales and influence.  BUT there are some negative consequences to using AI in the persuasion process.  Join me for this week’s podcast on How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion.  I will take a deep dive into the good, the bad, and the ugly of using AI.

P.S. 
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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Have you ever found yourself scrolling through your social media feed, only to be captivated by a clickbait headline?  You're not alone.  Clickbait is here to stay. There's a scientific reason why you can't resist clicking on that link.

We don't want to miss out on anything we could own.  We want to get around any restrictions placed upon us. We feel uptight and want our freedom back. This causes tension and unrest. The Law of Scarcity not only pertains to physical products, but also to time, information, price, and knowledge. 

10 Clickbait Examples That Will Make You Cringe

How Does Clickbait Work?

To increase your persuasion, you need to improve your clickbaitness or scarcity.  Get people to beg you to purchase your product or want to be convinced. 

Join me for this week’s podcast on Clickbait Your Way To Influence.  Discover ways to use clickbait ethically to increase your ability to persuade and influence.

P.S.
Lifetime membership to Gold Influence University

65% off your membership

Influence University is the difference between knowing what you want– and getting it, anytime, anyplace, from anybody.Create unimaginable wealth, transform your career, and close more sales. Influence University is the first and only website to combine scientific research, persuasion software, training videos, downloadable audios, and proven exercises.

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Have you ever met someone utterly clueless about their incompetence?  Or worse, have you ever worked with someone who thinks they're a genius but can't seem to get anything right?  If so, you may have encountered the Dunning-Kruger effect, a cognitive bias that causes people to overestimate their abilities and underestimate their weaknesses.

We Are All Confident Idiots

Dunning–Kruger effect

Join me for this week’s podcast on Do You Work With A Confident Idiot?  How To Persuade Through The Dunning–Kruger Effect.  I will explain how to identify, deal with, and persuade the person with it.  The tools needed to persuade this person with the illusion of confidence will surprise you.

Find out where you rank below

What's Your Presentation IQ?

The challenge is the phone sales call is slowly eroding away.  We usually have to use other forms of contact.  Where should you start?  What has the biggest persuasion impact?  Should you use email, text, phone, or face-to-face?  The answers are here.  Join me for this week’s podcast on  How To Lead, Persuade And Sell In A Hybrid Digital Changing World.  You will discover how to leverage each form of contact and when each one should be used during persuasion.

Based on over 20 years of study, research, and experience in the field, my findings astound even me.  People aren't won over by tactics and gimmicks.  In fact, they 're are tired of them.  A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try to take advantage of you if they got the chance.  When asked what they thought about persuaders, only 32 percent of respondents said, "I have a positive attitude toward salespeople."

How to Deal With Annoying or Frustrating Salespeople

So…. Are you an irritable, annoying pest or a welcomed guest?  I’ll bet you have a little bit of both in you.  There are things you are doing that attract prospects and things you are doing that repel your prospects.  Join me for this week’s podcast, Are You That Annoying, Frustrating, Irritating Salesperson?  The Science And Solutions.  Discover the traits of frustrating salespeople and learn how to implement the techniques that help you close the deal.

OFFER OF WEEK

Stories are powerful tools for persuaders. Compelling storytelling automatically creates attention and involvement with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when we suddenly perked up and started to listen because the speaker had begun to tell a story. We sat up, listened attentively, noted what was being said, and wanted to know what would happen next.

OFFER OF WEEK 

Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling a positive emotion, they are more likely to accept your offer.  The opposite is also true.  If they're not in a good mood or feeling a negative emotion, chances are much higher they will say no.  A good state is a huge advantage to you when it comes to persuasion.  Great persuaders create the right state.

13 Amazing Facts About Costco's Rotisserie Chicken

How to Be a Less Hangry Person

Here’s Why You Get Hangry, According to Science

So how do you get your prospect into a better state?  How do you get yourself in the right mood or state before you attempt to influence?  What about those negative emotions or dealing with those that suffer from Hanger?  Join me for this week’s podcast on How To Persuade, Understand, And Sell A Hangry, Mean Person.  We will discover the techniques to understand and flex your EQ to persuade with power.

What is the question you need to ask yourself?  Is now the time?  Are you done with mediocrity?  Is this your year?  If the answer is yes, things will start to change and improve for you.  If your answer was, hopefully, that would be nice, or maybe then we need to back up and look at your why. 

I spent 5 years interviewing 233 millionaires—here are the 6 habits that made them ultra wealthy

The goal is to understand how much potential we have.  It's been said how tall will a tree grow? And the answer is “as tall as it can.” That is so important for us to understand in today's world.  I have college students that say, “What's the least amount I can do to get a B in your class?” Or people on their jobs, what’s the least amount I can do to keep from getting fired?  That doesn’t increase happiness, and that doesn’t equal success.   How successful should you be – as successful as you can?

Want to be more successful?  Want to be a millionaire?  Join me for this weeks podcast on The Proven Simple Habits And Behaviors Of Millionaires.  You will discover that the formula is quite simple.  You just have to start thinking and acting like a millionaire.  I will reveal the tools and techniques of the super-successful.

FOMO or the fear of missing out, is human nature 101.  When anyone feels their freedom to act or choose is restricted, they will attempt to restore it.  With this restriction or fear, we are psychologically driven to latch on to something we fear will be restricted even more.  Suddenly, that restricted item or information is even more important to us.

Can you judge trustworthiness based on looks -  Rice research says no

Join me for this week’s podcast on FOMO vs Trust -  10 Ways To Create Instant Action.  We will explore ways FOMO does work and when it doesn’t.  Also I will reveal the 10 (or more) ways to get someone to act, make a decision or instantly do what you want them to do.

We think we are logical creatures, but most of the time, we don't know why we do what we do. The majority of influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on unconscious emotional reactions.

Conscious and Unconscious Thought Processes

So how should you sell the brain?  How can you understand what is happening in the unconscious mind?  Can you leverage this knowledge to persuade on command?  Join me for this week’s podcast on Brain Selling - How Current Brain Research Empowers You To Influence The Subconscious Mind’.  You will discover how to use the latest science to influence under the radar.

INFLUENCE UNIVERSITY GOLD More Info.   Buy Now

Sales professionals use words carefully. They know that one wrong word can send their prospect's mind somewhere else and lose them the sale.  Some examples of language that salespeople use to help diffuse a potentially tense situation.

Words also have a strong bearing on how we remember certain details. In one study, subjects were asked if they had headaches "frequently" or "occasionally." Those interviewed with the word "frequently" reported 2.2 headaches per week, while those interviewed with the word "occasionally" reported only 0.7 per week.

What are other subconscious triggers?  What is happening with your brain?   How can you use these triggers to become more persuasive?  Join me for this week’s podcast on The Iceberg Of Influence - Those Hidden Persuasion Subconscious Triggers.

Having courage (or being brave) does not mean you don’t feel fear.  It means you have the heart and emotional stability to face the fear and do what’s needed anyway.  This is a process of learning about yourself—who you are and what you are able to do.  Identifying your weaknesses, changing your habits, and fixing your attitude all require personal bravery. Courage is about helping yourself and helping other people become better, knowing as you grow and help others develop that you could be subject to criticism.

Laws of Charisma-Geeky Article

Join me for this week’s podcast on The Keys to Instant Courage - Fortune Favors The Bold (Brave).  I will use the acronym B.O.L.D. to define courage.  You will discover how to be more persistent, stand up for your beliefs, and have more confidence in everything you do.  If you don’t feel confident, your prospect won’t feel confident doing business with you.

Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever.  Twenty years ago, the mindset was: “I trust you; give me a reason not to.”  Now the mindset is: “I don’t trust you; give me a reason why I should.” Trust is at an all-time low and still falling.

Global Trustworthiness Index 2022.

The Most And Least Trusted Professions In America

Lawyers per Capita by Country 2023

Trust is also magnified or diminished based on your occupation or profession. For example, medical professionals enjoy higher trust levels than lawyers do. An individual’s general trust of a certain industry or profession is dictated not only by experience, but also mainly by rumor and reputation (especially if they have had no direct experience with that industry).  All things being equal, people will do business with and refer to those people they know, like, and trust.

 Join me for this week’s podcast on World Trust trends and Tools.  I will give you the numbers from around the world about who has instant high trust and automatic low trust.  Once you discover where you rate, I will give you some tools to help build trust or the glue to the persuasion process.

These skills are essential in persuasion and leadership.  What about managers and politicians?  Are they leaders?  Do people trust them?  Probably not.  What needs to change?  Join me for this week’s podcast on Why Politicians Are Not Leaders And Have Low Trust. 

Why Democracy Produces Incompetent Leaders – And How to Fix it

Discover how to adjust your influence/leadership style.  Find out if you are a true leader or one of those politicians/managers.  Let’s become true charismatic leaders.

We were taught through the years that closing skills were all you needed to persuade and sell. You had to learn more closing skills if you did not sell enough people.  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?  

24 Sales Mistakes to Avoid in 2022 (and Beyond)

When closing skills are used at the wrong time, in the wrong place, or with the wrong person, another brick is added to the wall of resistance.  When people sense that they are about to be hit with a hard close, the wall increases in thickness and strength.

What other mistakes are you making in the persuasion/sales process?  What do you need to fix for 2023?  Join me for this week’s podcast on Top Sales And Persuasion Mistakes To Fix This Year.  Learn what you need to do to get better skills to persuade with power in 2023.

"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal.  Then a second smaller and more reasonable request is made.  People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better.

Does the Door-in-the-Face Technique Really Work?

Want to know more about how to use Door-in-the-Face?  You can also discover when DITF will backfire on you.  Find out the do’s and don’ts of this great persuasion technique.  Join me for this week’s podcast on DITF – When, How, Can It Backfire (Door In The Face Technique)

During each persuasive encounter, you must be careful with what gestures you use and don’t use.  Your gestures can attract your prospect and build trust or repel them and trigger distrust.  When you are aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport.  You can create positive subconscious triggers.  If you don’t have to understand these nonverbals, you could come across as lying or nervous. 

Masks can put cognitive performance in check

Are you unknowingly doing some of these gestures and triggering distrust?  These are just a few of the things you are doing that could hurt your ability to influence.  Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #2.  I will reveal the why, what to look for, and how to deal with deception.

What dirty mind games do people play during negotiation and persuasion?  What do they use to intimidate or change your perception of reality?  They tactics are not to use but help you be aware of when someone is trying to use these dark tricks to get their way.

Psychological Power is people's ability to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. 

10 Moves to Reduce Deceptive Tactics in Negotiation

Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #1.  I will detail many of these dirty tricks and why people still use them.  We will also talk about some solutions to each one of these tactics.

What does it take to persuade with power in any encounter? Think about it. When was the last time you didn't get something you wanted?  What happened? Did you fail to get your point across? Were you persuaded by someone else? Our understanding of persuasion and influence has changed dramatically.  In the past, we did not know or care how consumers thought or what prompted them to buy or take action.

The challenge is that many of persuasion rules and sales are changing fast.  What worked a few years ago – no longer work.  You must be aware of adjusting your persuasion and sales techniques to the new world of influence.

16 Latest Sales Trends & Forecasts for 2023

Join me for this week’s podcast on Surprising Sales and Persuasion Trends.  You will discover what has changed and how to adjust for the future.  Where does technology fit in?  Join me to get the tools and techniques to understand the game of sales

The mental trigger of potential loss causes such great anxiety in people that they act to prevent the loss—even though they might not be completely interested in the product itself. Imagine making a decision where you have all week to make up your mind, and you have the reassurance that when you return tomorrow, the item will still be available at the same good price. You could take days, weeks, or months to make that decision.

How do you create legitimate scarcity?  How do you make them feel it is urgent to make a decision ASAP?  How does this affect the human brain.  Join me for this week’s podcast interview with Mindy Weinstein.  We will discuss How To Create Legitimate Scarcity And Urgency To Increase Buying Desire.

For more info about Mindy and her work, visit her website here.

Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, enables you to 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.

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 you are pleased to be where you are, or you are 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.

Global collaboration led by Stanford researcher shows that a posed smile can improve your mood

Does a fake smile work?  Can a smile backfire?  Can humor hurt influence?  The answer is both to all of these questions.  Join me for this week’s podcast on How A Smile (Certain Ones) And Humor (Targeted) Increases Likeability And Influence.

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, attitudes, beliefs, and emotions. The words we use in persuasion make all the difference in the world. Language misused will trigger the wrong response and decrease your ability to persuade.  

‘Annoying’ people say these 75 things, according to Reddit users

I take a deeper dive in this week’s podcast with all those words you are using that repel people and cause a bad association triggers.  The votes are in, and I am going to say you are guilty.  You will be surprised by the top picks.  This week’s podcast is Top Words You Are Using That Repel, Offend And Annoy.

Have you heard about foot-in-the-door" (FITD),  or the "sequential request theory? Basically, it is a means of using a person's self-perception to motivate them to take a desired action  When an individual complies the first time, they perceive themselves to be helpful.  If they are asked to comply a second time in an even greater way, they are more likely to consent.  The key to using FITD is getting the person to initially agree to a small request.

Join me for this week’s podcast on Triggering The Right Response: Yes vs No.  How do you use FITD?  Do you know when to get the yes, the no, and maybe?  You will discover how to be more influential by triggering the right responses.  Even find out how to turn a no into a yes.

You could have the greatest product in the world, but if there is no trust, there is no sale. Trust can be ambiguous, but certain things are pretty clear: 1) You can’t get others to trust you unless you first trust yourself; and 2) your message will not be convincing to others unless it’s convincing to you.

Whenever someone tries to influence us, in our minds, we ask ourselves, “Can I trust this person? Do I believe him? Is she concerned about me?” We are less likely to be influenced if we sense that the person trying to persuade us is driven solely by self-interest.

Trust is the glue that holds the entire persuasion process together. Trust is created when you put your audience’s interests and wants before your own. Research shows that, deep down, people want to trust others.

Gaining and keeping trust for both the short and long term is vital to your success as a persuader.  Do people trust you?  Are you sure?  What is the one element of trust that most people don’t have on their radar?  How to you create that instant trust from your prospect? 

Join me for this week’s podcast on Increase Trust -  How Will Power Affects Character.  Discover your missing element for massive trust.

Not only do charismatics use your gestures in the right way, they also have the ability to read and interpret nonverbal gestures.  You can read people like a book and obtain the knowledge you need to adjust yourself and your presentation based on what body language you are reading.  When you can read and be aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport.  You can create positive subconscious triggers.  If you don’t have control of your nonverbals, you could come across as flustered, nervous, or out of control. 

Jobs That Need Peop le Skills Are The Most Recession Proof

Be more aware of your body movements and nonverbal behavior.  Sure it takes some effort, but the rewards will last a lifetime.  Join me for this week’s podcast on How to Instantly Connect With Anyone:  Your First Impression – Rapport or Repel?  I will go through each body part and non-verbal so you can identify in others (and yourself) how to instantly connect with people or cause resistance.

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?

Emotional Intelligence Has 12 Elements. Which Do You Need to Work On?

Given that increasing your EQ is critical for your success, you need to master this skill.  Influence is on1 of the 12 areas of Emotional Intelligence.  Join me for this week’s podcast on Fine Tune Your EQ or Emotional Intelligence.  You will discover the areas that are critical for your ability to master your own emotions and reading/adapting to the emotions of others.

Imagine that there is a giant rubber band inside of you. When dissonance is present, the rubber band begins to stretch. As long as the dissonance exists, the band stretches tighter and tighter. You've got to take action before it reaches a breaking point and snaps. The motivation to reduce the tension is what causes us to change; we will do everything in our power to get back in mental balance.

Sleepless And Selfish: Lack Of Sleep Makes Us Less Generous

We like to feel a level of consistency in our day-to-day actions and interactions.  This harmony is the glue that holds everything together and helps us cope with the world and all the decisions we have to make. Dissonance causes us to distort our memories or remember what we want to see or how we want it to happen.  This blurs reality and allows us to cover our mistakes.

Do you want your persuasion to stick?   Do you want your sales never to have buyer’s remorse?  What causes that dissonance or regret for saying yes?   Join me for this week’s podcast on Saving the Sale: Refunds, Regret, And Remorse.  You will discover the techniques used to get those sales to stick.  

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two.  Persuasion occurs when your ideas are so convincing that the other party adopts your point of view.  With persuasion, there is no compromising as there is in negotiation.

While persuasion is the ultimate ideal, anytime any one of us presents our ideas, the other party is often equally committed to their convictions, thus making negotiation the next best path.  When we hear the word “negotiation,” we often think of a complex deal in the business world.  However, in reality, all of us are involved in multiple negotiation processes every day.

10 Hard Bargaining Negotiation Skills

What about negotiating a raise?  What if your boss is going to use those hardball negation tactics?   What do you do?  Join me for this week’s podcast Negotiating A Raise – Mistakes To Avoid.  I will focus on which tools work best, which techniques to avoid, and how to deal with those difficult mean tactics of the other side.

Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a massive advantage to you when it comes to persuasion. Great persuaders create the right mood.

Leading with Humor

Using humor is the fastest way to get someone in the right state.  Yes it works and yes, you can get better?   Do you get people to laugh?  How about a smile?  Join me on this week’s podcast on How Humor, Happiness, And Mood Increase Sales.  Discover how to use appropriate humor to get your prospect in the right state and easier to influence.

Do you know how long waiting times affect persuasion? Do they bave a negative or positive influence? Listen now to see how waiting is either helping or hurting your persuasion.

Psychology of Waiting Lines

Starbucks still has a problem with long lines

Long Waiting Times Cost You Sales

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.

How managers can spark, not squelch, our motivation

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.

Do you think people are trying to flatter you into submission?  Are they using manipulation tactics and want to know how to resist.  Are you seeing signs of gaslighting and feel like they want to take advantage of you?   Let me give you the answers. 

How to Spot Manipulation Tactics, gaslighting, coercion

Join me for this week’s podcast on Resisting Manipulation And GasLighting – The Dark Side of Influence

A poll with your prospects found that Trust is at an all-time low.  Their default setting is not to trust you.  In fact, only 12 percent of the prospects trusted their persuaders, while 88 percent of the persuaders felt they had established trust with their audience.  Wow, what a disconnect.

It’s harder to gain credibility nowadays than in the past.

Are you good at what you do? Bragging about it could make people trust you less

Are you credibile?  Are you sure?  You say yes, and your prospects say no.  What are you doing that destroys your credibility?  The answers and science surprised me and will surprise you. 

Join me for this week's webinar on How Being Too Qualified Hurts Trust.

Our task is not only to realize humor’s profound influence but also to develop the necessary skills to use it powerfully and ethically. As you become more and more skilled at incorporating humor into your presentations, you will discover that humor almost always has a place.

Humor puts your audience in a good frame of mind. Your audience is in a good disposition and less likely to disagree with you. When you develop rapport with your audience, they will like you more. Humor also increases trust.

Top commercials of all time
 
The skill of using humor can be learned and mastered, but only with consistent practice. Sometimes you may fail but keep at it until you have harnessed the power to make others laugh. Then others will always feel good when they are in your presence. They will also take what you have to say more seriously. Humor will give you the power to motivate and influence others in a productive, positive way.

shrinkflation examples
 
What else is used to persuade below the radar?  What are companies doing to their slightly deceptive products that you are not even aware of?  How do JND and Shrinkflation sway your thoughts and opinions?  Join me for this week’s podcast on JND, Shrinkflation, Advertising - Brilliant Deception?  You will discover how to persuade below the radar.

Most people don’t address why it is taking so long to achieve their goals or find their success.  The first step is always self-discipline. When we hear the word self-discipline or willpower, we tend to get a little tense, tune out or think about something else.  We think of all our bad habits, things we don’t want to do, or all the times we tried to exercise willpower and failed.  It is something we are constantly working on and can never neglect. 

Cinemark link

How Far Away is the Moon?

What can you do to strengthen your willpower and your self-discipline?  It is easier than you think.  You already have the desire, and you already know you are capable of more.  You know you want more success in your life.

This is a critical life skill.  Are you ready for the next steps?  Join me for this week’s podcast on how to Reprogram Your Brain For Success And Wealth.  You will discover wealth is an open book test, and now it is time for you to have all the answers.

Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and then hoping they will come true. Rather, true optimism is a state of mind that dictates how you look at the world. An optimistic view of life and the world around you can inspire hope and courage in others. We all want to feel inspired and encouraged. When a persuader can deliver this type of message, we want to follow that person. This tendency is how optimism helps you in influencing others.

Pessimism on the other hand is always taking the negative view. Others will consider a pessimist as irritable and always looking for the negative in every situation. Pessimists are the ones who will be the first to complain and tell everyone else that nothing goes right. As a result, they never get the success or recognition they deserve.

Article : A little anger in negotiation pays

Countless studies have shown that optimists do better in school, persuade better, have more friends, perform better in their careers, and live longer than pessimists. Pessimists, on the other hand, frequently battle depression, have fewer friends, find it difficult to persuade, and give up faster and more easily. To illustrate this point, in one study, those who sold insurance were monitored on their optimistic or pessimistic outlook in relation to setbacks. The optimistic persuaders sold more policies and were half as likely to quit.

Great persuaders have what we call “influential optimism.” This means that they see the positive in all situations. Rather than focusing on disappointment, cynicism, or negative feelings, they look for ways to move forward. People want to be persuaded by individuals who have a positive view on life. As an optimist, you see the world as a series of exciting challenges. You inspire positive feelings about everything you stand for. People want to be around you because they live in a very pessimistic world. The optimistic mindset is contagious and helps to empower other people to believe in you and in themselves. As an optimist, you help others see failure or setback as temporary. You have no doubt that success will happen.

Free Book

How did you learn what you know about money? You likely picked it up, a piece here, a tip there. 

You absorbed attitudes from your parents and from the media. You absorbed the examples of friends. You proceeded through trial and error—the school of hard knocks. 

You learned haphazard, mostly wrong, and certainly out of context. 

Money is one of the most important subjects to study in your entire life. Some of life’s greatest enjoyments and most of life’s greatest disappointments stem from your money decisions.

Wealth is an open book test, and the answers are obvious.  What small results can you add to your life that can bring you large financial results?  How much do you know about the wealth formula?  Join me for this week’s podcast on Wealth Formula Secrets - Tom Painter Interview.

Click HERE for more info about Tom & his work.

By adding Expectations to your persuasive toolbox, you can change your audience's expectations of you—and their expectation of buying your product, service, or idea—and you will be infinitely more persuasive.

Staring at yourself during virtual chats may worsen your mood

The challenge is you are creating negative expectations – they feel the desire to say no because of your mindset, body language, or word choice.  When we suggest (subconsciously) that it is OK to say no – they do.  Join me for this week’s podcast on  Resistance: Do You Create Your Own NO?

When you become a great Persuader, you will learn to love objections. You will understand that when people voice their objections, it indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. These skills will help you in every aspect of your life.

Praise and intelligence: Why telling kids they are smart make them act dumb

Handling objections has become a lost art.  Very few persuaders know how to turn an objection into a sale.  There are three other lost persuasion tools that most influencers have forgotten to use.  Have you ever needed a persuasion technique that would reduce resistance and turn a no into yes?  

Join me for this week’s podcast to learn more about  3 Critical BUT Forgotten Sales And Persuasion Techniques.

Life is change; persuasion is change. As a Persuader, you must be able to create and motivate change. Understanding human nature is knowing that most people will resist change and burrow into their comfort zones. We tend to follow the path of least resistance. BUT when done it the right way, people are very accepting of change.

Mood Has Less Control Over Behavior Than We Think

Those are some good fundamentals to change, BUT most persuaders want to get it done better and faster.  How can you get people excited to change?  What tools do you need to have people beg you to change their product/service? 

Join me for this week’s podcast to learn more about  The Quickest Way To Get A YES To Change.

Persuaders know emotion will override logic every time.  I will assume here (I know I shouldn’t do that) that you can form a logical argument.  Reading emotions and your emotional intelligence is the missing piece for most people that want to become more influential.  Very few know how to read and trigger the right emotional states.

16 top reasons cited for getting out of a speeding ticket

What emotions do you need to trigger with your message?  Can you read and change your prospect's emotions?  Is it helping or hurting your ability to influence? 

Join me for this week’s podcast to find out more about emotions and what to do when anger hits – for you or them.  As a bonus you will also discover How To Get Out Of A Speaking Ticket.

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. How do you ensure that you’re making those early seconds really count?

‘Mind’s eye blink’ proves ‘paying attention’ is not just a figure of speech

So do people like you?  Can you develop rapport?  Are you sure?  It is doubtful in the current climate.  What are you doing that destroys connectivity?  What can you do to instant connect with more people? 

Join me for this week’s podcast on Conversation Starters For People to Like You.  I will focus on critical areas to increase likeability and enhance your ability to get anyone to like you.

All things being equal, people will do business with, and refer business to, those people they know, like, and trust.

People choose healthier food when with outsiders for fear of being negatively judged

So do people trust you?  Are you sure?  It is doubtful in the current climate.  What are you doing that destroys trust?  What can you do to increase trust?  Join me for this week’s podcast on 7 Reasons People Don’t Trust You.  I will focus on critical areas to increase trust and enhance your ability to influence command

Why Do Hugs Feel Good? This Chemical Messenger

Do Zoom Meetings Kill Creativity?

Join me for this week’s podcast on The Boomerang Effect And Why People Resist You.  Get more people to connect with you, open up and become more influential. 

Join me for this week’s podcast on Shut-Up And Sell: No More Data Dump. 

During this podcast, I will reveal how to know when it is time to ask for their business. 

What do you look for in their body language to know the persuasion process is done and they are ready to roll. 

Upward Physical Movement Brings Back Happy Memories

Click on the link and get a few more influence tools that help your prospect persuade themselves.

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 simple as possible. You need to decrease the mental, social or physical distance they need to travel to be persuaded.

How to Get People to Speak Up in Virtual Meetings

If your prospect is not listening, doesn’t care, and is not participating in the process – you can’t influence them.  Is it you?  Is it them?  Take some ownership and admit that you can be more engaging and even more charismatic in your online and offline presentations. 

Join me for this week’s podcast on How To Increase Meeting (Zoom) Participation, Engagement And Influence.  I will focus on key things you can do today that will get more people to listen, increase their online participation, and keep your audience wanting more.

Women seen as happy and men as angry despite real emotions

Great persuaders have cultivated a sixth sense regarding the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict what you can do and how your audience will respond based upon knowledge, instinct, experience, and nonverbal cues. With this sensitivity, which you can learn, you can persuade and influence below their resistance radar.

Are you causing resistance?  Are your influence tools outdated? 

Join me for this week’s podcast on The 3 Keys To Increase Your Power Of Persuasion. You will discover the most important things you can do to reduce resistance, adapt to your prospect and get more YES in your life.

Want to know how closing has changed in the last few years?  Ever wonder what closing mistakes you could be using?  Want to know how to close more sales? 

10 Sales Mistakes Reps Make Way Too Often

Join me for this week’s podcast cast on Top Ten Closing Mistakes. You will discover how to balance the best closing techniques in the new world of sales.

Join me for this week’s podcast cast on Negotiation Techniques, Tactics, Tips, and Psychological Tricks With Marshall Wilkinson. 

Marshall has negotiated over 2 billion dollars in contracts.  We will discuss how negotiation has changed, techniques that seal the deal, and psychological tricks that are being used against you.

For more information about Marshall visit his website here. 

What are you doing that causes your prospect to feel – This does not feel right?  Maybe what you are doing causes them to think – I need to think about this because something is not quite right.  What can you do to reduce these feelings and roadblocks to influence?

The Fallacy of Multitasking

Join me for this week’s podcast cast on How Colors, Symbols, And Aromas Help/Hurt Your Ability To Influence.  

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. 

The color red influences investor behavior

Statistics show that this is happening to you.

Want to know other things you are doing that repel people?  Ever realize that common thing you are doing drive people away?  Want solutions to those influence blunders that are costing you money? 

Join me for this week’s podcast cast on Top Persuasion Mistakes/Blunders Of All Time #2.  Discover those mistakes and how to persuade like a pro.

Want to know the top persuasion mistakes?  Want solutions to those influence blunders that are costing you money? 

17 Things Keeping You From Getting Rich

Join me for this week’s podcast cast on The Top Persuasion Mistakes/Blunders Of All Time.  Discover those mistakes and how to influence like a pro.

Do you want to know more about your body language and how to use it to persuade with power?  Did you know many of your gestures tend to repel others and cause resistance?

33 Nonverbal Communication Tips

Oscar Mayer selling mask inspired by its bologna

Join me for this week’s podcast cast on Nonverbals that Influence vs Body Language That Repels. 

Discover the keys to reading body language and understanding what gestures repel your prospect.

Do you want to be able to think on your feet?  Adjust your presentation on the fly?  Adapt to your prospect and persuade them how they want to be persuaded.  Can you prepare for an impromptu speech? 

The Psychology of Your Scrolling Addiction

Join me for this week’s podcast on How To Think On Your Feet:  The Creative Art Of The Spontaneous, Impromptu Presentation.  Discover the secrets of your creativity and adapt your presentation.

Are your presentations persuasive?  Are you sure?  What about your ability to engage and influence on zoom or other video conferencing platforms?  These skills are critical for influence and upward mobility.

Stanford researchers identify four causes for ‘Zoom fatigue’ and their simple fixes

Eye tracking reveals where people look during Zoom, Webex

20 Astonishing Video Conferencing Statistics for 2021

Join me for this week’s podcast  - How To Make Video Conferencing (And Zoom) More Influential.  We will talk about the science and skills needed to persuade during video conference calls.

What’s the Cost of Self-Control? New Study Tabulates the Bill

What are the other elements of your success?  What pieces are you missing?  How can you reprogram your brain for massive success?  

Join me for this week’s podcast on The Mindset Of A Successful Salesperson.  We will take a deep dive into success skills, personal mastery, and self-persuasion.

No one can follow through on an act or message without first thinking or seeing in their 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.

How are you doing creating images in the mind of your prospect?  Are your prospects questioning your credibility?  Have you lost trust with people?  

Evoking the Imagination as a Strategy of Influence

Join me for this week’s podcast as we tackle both issues that hurt your ability to influence.  The podcast is Lost Trust? - How To Rebuild Credibility In A Skeptical World.

What Is the Ownership Effect

Are you able to help your prospect visualize using your product/service?  Do you want more tools to help people visualize the solution?  It is all about increasing mental involvement and painting that picture. 

Join me for this week’s podcast - Paint The Persuasion Picture – Keys To Mental Engagement.  We will discover the keys to visualization and influence.

Just because you can create a PowerPoint does not mean you know how to communicate, inspire and present.  Sure, you can give a presentation, and no one leaves the room; it doesn’t say anything negative, but did you really have charisma?  Did you influence them to your point of view? 

When preparing your presentation, be sure you have several ways to support and enhance your message. Great persuaders use presentation aids that will, concisely, and efficiently deliver their main points. Visual aids should improve your presentation and help keep people’s attention, but visual overload will distract from your message.

Are your visuals persuasive?  Are you abusing powerpoint?  Are you violating the common powerpoint mistakes?  Want to know how to use powerpoint to become more influential?  

Well, I have the answers….Join me for this week’s podcast - Break Your Powerpoint Addiction – Mistakes Draining Your Influence.  We will discover how to use visual aid that will help you persuade and influence.

Preparation is the magic ingredient to all successful negotiations. When negotiating, you have to be prepared for anything. You need to know the ins and outs, the intricacies of both sides. The more you prepare, the more knowledge you have, you will get a better deal.

Five Presentation Mistakes Everyone Makes

Negotiation is part of everyday life.  As they say - You deserve what you negotiate.  The challenge is negotiation has changed.  Many people are using some old-style, outdated, cheesy tactics that need to be retired.  Join me for this week’s podcast  - The 7 Deadly Negotiation Sins - Mistakes Costing You The Deal.  We will talk about the blunders you are making and how to fix them to increase your success and influence. 

The research shows that when you create a positive perception with your prospect, you have an 85 percent chance of influence.  On the other hand, you have only a 15 percent chance of influence when you make a negative perception.

Rapport is key to influence, networking, and building future strategic relationships.  Know when you are connecting with someone or repelling them.  Join me for this week’s podcast on Networking and Building Strategic Relationships – Interview with Ivan Misner.  We will take a deep dive into the keys of how to build strategic relationships.  We are also going to talk about the new tools for prospecting for these new times.

Persuasion occurs when your ideas are so convincing that the other party adopts your point of view. With persuasion, there is no compromising as there is in negotiation. Instead, the other party willfully and enthusiastically abandons their position to embrace yours.

Want to learn more about emotion and ego in negotiation?  Wonder the best raise to ask for a raise and earn what you are worth?  Join me for this week’s podcast as I interview the author of Mindful NEGOtiation -  Gaetan Pellerin.  We will take a deep dive into how negation has changed in this new Pandemic world.

Join me for this week’s podcast for some incredible free gifts. 

This is podcast 400 and will deliver some great content and influence gifts to take your skills to the next level.  This podcast will do a 180 from other podcasts.  Instead of helping become more influential, this podcast will reveal the art and science of resisting the persuasive attempts of others.

Help me celebrate podcast 400 on How to Resist Influence and Coercion.

Influential people not only express themselves in positive nonverbal ways.  They also use nonverbal behavior to captivate and persuade their prospects.  During each encounter, Influential people are careful what gestures they use and don’t use.

Being Nice To Others Makes Them More Likely To Be Nice To You

Body Language Guide – Crossed Arms and 17 More Cues to Know

Discover how to read other people's body language and what it means.  Especially how to read their arms movements and what it means.  I will also reveal that what you are doing with your arms could help or hurt your ability to persuade.  Find out how to use your arms to be more persuasive.  Join me for this week’s podcast on Reading Body Language - What Your Arm Movement Says About You

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions.

The words we use in the persuasion process make all the difference in the world. Language used incorrectly will trigger the wrong response and decrease your ability to persuade. Word skills are also directly related to earning power.

People prefer friendliness, trustworthiness in teammates over skill competency

Successful people all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences. 

Great persuaders all adhere to an intensive personal development program. They know that "dull knives work the hardest," so keeping themselves sharp is of the utmost importance. Average persuaders don't consider personal training to be worthwhile.

They figure working harder is the answer. They also assume that they'll figure it all out on their own sooner or later, maybe from reading a book or two. They also think it's too expensive, or a waste of time to learn from somebody else.

What do you need to learn and master?  What is your weak link to success? Are you wasting valuable time to get there? Just like a computer, if you don't upgrade yourself, you will become obsolete to both yourself and your future.

Mentioning facial imperfection early in a job interview helps

Personal development is the first thing you can do to leverage your success.  Leverage speeds up the success process.  Join me for this week’s podcast as I discuss 3 additional success principles used to increase your speed to success.  Click to join me for PQ Skill 10 - The Secret Sauce Of Success.

What are the subconscious triggers that cause you to buy more?

 Face can reveal if you’re rich or poor

Join me for this week’s podcast as I talk about those subconscious retail triggers that cause you to spend more money.  The science is in --- Do they cause you to purchase too much? 

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.

What are some reasons we procrastinate? Another big one is indecision. We fear being wrong and making mistakes.  Sometimes we procrastinate because we are tired or we don’t have the energy.    

Hey, do you have a second - The upside of workplace interruptions

Let’s talk about the solution to accomplish more in less time.  What are the ways to overcome procrastination and be more effective with your time?  It is impossible to talk about procrastination and not end up talking about time management.

 Join me for this week’s podcast as I talk about traits and characteristics of people know how to turn time into money.  This podcast is called PQ Skill 9 - Secrets to Accomplish More In Less Time.

We tend to judge rapidly, and that snap judgment is usually correct. When you meet someone for the first time, he will tend to categorize you like someone he already knows.3 The positive or negative characteristics of the person you resemble tend to be transferred to you (fair or not). The bottom line is that your audience is pretty good at sizing you up in the first seconds of your meeting. Great persuaders know how to create magic in those first few seconds, and those feelings will last a lifetime.

Seven Personality Traits of Top Salespeople

Join me for this week’s podcast as I talk about an HBR article about some of the traits and characteristics of power persuaders.  You will be surprised about the studies on people skills, rapport, and how connectivity has changed.  This podcast is called Learnable Personality Traits of Top Salespeople

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.”

The False Consensus Effect

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, Zoom presentations, and even email.

Do you want to be more persuasive on the phone?  Want to influence over zoom?  These skills are critical to your ability to take a interested prospect to a happy customer. 

 Join me for this week’s podcast as I take a deep dive into these presentation skills and the keys to influence when you are not face-to-face.  This podcast is called PQ Skill #8 - How To Sell Over The Phone - Tools to Persuade With Your Voice.

Are Your Authentic and Congruent Or Fake and Unlikable?

One interesting study found that physical gestures that convey less immediacy (lack of eye contact, leaning back, reduced proximity) communicate you don’t like the person.  It communicates a lack of congruence.  It destroys your authenticity and coming across as genuine.

Imposter syndrome

Are you congruent with your past history and your last interaction?  Does your nonverbal behavior match your actions?  Are you sure?  Are your emotions congruent with your message?   The current research shows that authenticity is one of the most important traits to have in the current situation.  Join me for this week’s podcast as I take a deep dive into imposter syndrome and the keys to radiate authenticity.  This podcast is called The Missing Piece To Your Persuasion Toolbox – Authenticity.

Two of the big motivation inhibitors are mindset and the people we associate with. Take a look around you. Are the people in your life pulling you up or pulling you down? Are they encouraging you or discouraging you? How do they view your goals, dreams, and aspirations?

Turning Off Your Camera Can Reduce Zoom Fatigue

What’s holding you back? What are the chains and stakes in your life? What would it take to make you want to leap out of bed each morning? If you have dull dreams, it is difficult to stay motivated.  Join me for this week’s podcast and understand how to motivated yourself and the people you persuade.  Understand the science of motivation.  This podcast is called How to Motivate Your Prospect (And Yourself) - Every Time.

One of the biggest surprises in 20 years of influence research is the importance of self-esteem.  We have to understand human nature and ego. Now, what is Self-esteem? Basically a simple definition is how much you like yourself.

So what do we need to know? You need to understand the trend, that self-esteem is at a all-time low. Two out of three Americans suffer from low self-esteem and I'll put it this way. We all suffer from low self-esteem in some aspects of our life. Is it in a swimsuit? Is it public speaking? Is it closing? What is your area?

You have to massage their esteem while you persuade.  If you don’t – You will always get the no. Another reason is low self-esteem is a cause of bullying, threats, and intimidation. 

Join me for this week’s podcast as I discuss

"How to Stop The Bully:  How to persuade difficult and aggressive people."

The Law of Expectations AND The Impact of Suggestion

 The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to behave or perform. As a result, people fulfill those expectations whether positive or negative. 

Expectations have a powerful impact on those we trust and respect, but, interestingly, an impact on strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect, trust and likability.

Check out this article.

 You know the saying, "What gets measured, gets done." The same is true for expectations. That which is expected is what actually happens. People rise to meet your expectations of them. This is a powerful force that can lead to the improvement or destruction of a person. You can express an expectation of doubt, lack of confidence, and skepticism, and you will see the results.  

 We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they introduce themselves by their first name, then you do the same. If they give their first and last name, you do likewise.

 Whether you realize it or not, you accept cues from others regarding their expectations and you act accordingly. Similarly, we all unknowingly send out our own cues and expectations. The power is in using the Law of Expectations consciously!

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Negotiation Versus Persuasion

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With persuasion, there is no compromising as there is in negotiation. Rather, the other party willfully and enthusiastically abandons their position to embrace yours. This abandonment is not brought about by manipulation because the other party clearly sees the gains and advantages of doing business with you.

Negotiation, on the other hand, is a process of give and take. It’s being able to overcome objections on both sides of an issue and ultimately reaching some common ground. While persuasion is the ultimate ideal, anytime any one of us is presenting our ideas, the other party is often equally committed to their own convictions, thus making negotiation the next best path.

Often when we hear the word “negotiation,” we think of a complex deal going on in the business world. In reality, however, all of us are involved in multiple negotiation processes every day. For example, when you want steak but your spouse wants lasagna, you may banter back and forth about why one is better than the other. In the end, however, you end up going to a place that offers a bit of both. In that instance, you may not have thought of yourself as negotiating, but that’s really what it was. Negotiation is so common in day-to-day life that you must master the skills of great negotiators to become a Master Persuader.

Offer

Negotiation 3 day Bootcamp Audios

Article Link

https://www.apa.org/pubs/journals/releases/lhb-lhb0000189.pdf

https://www.ncbi.nlm.nih.gov/pubmed/11780104

The Value of the Simple Statement

Simple is better than complex. Since we are unable to recapture or replay our spoken words, we hope that they will be correctly interpreted the first time they are heard. Unfortunately, spoken words can be the most misread and misinterpreted form of communication, and therefore, can be a great hindrance to effective persuasion. When you're in a persuasive situation, use simple, direct, and concise language, rather than fretting about how eloquent you're sounding. Persuaders normally try to speak to the lowest common denominator.  You might feel smarter using big words, but simple words are more persuasive.  Complex words will cause people to pretend to understand, but will not be persuaded.

Following are some simple guidelines to keep your speech and verbal packaging on the right track.

· Don't use technical language unless you are sure every member of your audience understands the meaning.

· Don't use profanity. In general, using profanity damages your credibility.  

· Be sensitive to whatever language your audience might find offensive or politically incorrect. 

· Speak in everyday language. You want your audience to relate to you and to feel as comfortable with you as possible.

· Use language that will make you seem familiar and easy to follow.

· Keep your language simple and clear.

· Keep your sentences short. Use as few words as possible unless you are painting the picture—just one idea at a time. 

· Use words that will engage the audience. Use "you," "we," and "us."

· Don't use vague and abstract words. They muddle your meaning and confuse your listener.

· Don't talk down to your listener by using pompous and pretentious words. 

· Use verb-driven language. By using verb-driven language, you will arouse a greater sense of action and motivation. Using action verbs will make your statement more convincing because your audience will engage their emotions, consciously and subconsciously. Verbs that are abstract or overused do not communicate excitement.

Attention-Grabbing Words  

With so many words in the English language to pick from, you must be very particular about which ones to use. Some will grab attention more than others. The following 21 words are commonly used to effectively persuade:

1.         Discover

2.         Guarantee 

3.         Now

4.         Improve

5.         Results

6.         Save

7.         Health

8.         Wealth

9.         Quick

10.       Easy

11.       Money

12.       Free

13.       Avoid

14.       New

15.       Benefit

16.       Proven

17.       Prevent

18.       Transform

19.       You/Your

20.       Eliminate

Article Link:  https://psychology.iresearchnet.com/social-psychology/social-psychology-theories/self-verification-theory/

Product Special

Magnetic Persuasion – Create Instant Influence

What Does Improv Have To Do With Business? With guest Kelly Leonard from

www.secondcityworks.com

The ability to thrive amid change requires 4 things:

·         The ability to recognize where you are in any given moment

·         The flexibility to choose a new path

·         A willingness to collaborate on a solution

·         The freedom to take a risk…and to learn from failure

Great tenets for doing business, right? But these just happen to also be the very same skills we employ in our arena. Improvisation is an art form developed from a need to enhance assimilation, empathy and collaboration.  We didn’t seek out this connection–the findings found us, to say the least. To be honest, we’re kicking ourselves that we didn’t see it sooner.

 In fact, existing academic research and data already points to the power of improvisation. Here are a few of our favorite examples:

Divergent Thinking – “Improvisation encourages people to break away from set patterns of thinking.” –Carine Lewis, Peter J. Lovatt; University of Hertfordshire, UK

Negotiation – “Cooperative improvisation yielded more successful negotiations.” –Paul Ingram, William Duggan; Oxford Handbook of Critical Improvisation Studies

Decision Making – “Without improvisation, emergency management loses flexibility in the face of changing conditions.” –David Mendonca, Giampiero E.G. Beroggi, William A. Wallace; Rensselaer Polytechnic Institute

Problem Solving – “Improvisation shows us creativity in action. If shows that – in art, as in life – failures and mistakes can be turned into chances for original and unpredictable achievements.” –Alessandro Bertinetto, University of Udino

How do we achieve all this? With two little words that can change everything:

 Yes, and.

 That’s it! Our big secret. We teach that by understanding and applying the core improvisational concept  of “Yes, And,” you can pretty much achieve anything. In business–and in life–we are constantly tasked with making something out of nothing: new products, new clients, new strategies, new bosses, new co-workers, new economies.

 You can’t do new by saying no.

 And you can’t stop at yes.

What we’ve learned over more than half a century can bring out the creativity out in anyone. We can teach you and your team how to create an atmosphere that encourages risk taking and produces better understanding, real results and measurable success.

visit secondcityworks.com for more information!

This podcast is going to focus on how to handle the heckler and maintain audience control in any situation.  One of the key factors is getting to know your audience.

It is critical that you understand where your audience is coming from and what their needs and wants are. What do they really want to know? What are they searching for? What information can you present to bridge the gap between what they feel and what they want? It’s important to understand your audience as a general group and also to get inside their minds as individuals.

Here are some questions you should ask yourself about your audience as you prepare:

•     Who am I trying to persuade?

•     What is the common background or interest that brings them together?

•     Who are these people as individuals (business people, students, mothers, etc.)?

•     What can I offer that they will universally care about and understand?

•      What types of things will they be looking to get out of my message?

•      In terms of my key point(s), are they likely to agree, disagree, or be  

        indifferent?

•      Do I need to be aware of their political, religious, professional, or other

         associations?

•       What is their average education and/or income level?

•       What is their general age range?

•       Will they tend to be more conservative or more liberal in their life views?

•       Is this likely to be an easygoing or demanding crowd?

•       How long will I be likely to keep them engaged? How much time is available?

•       Is what I have to offer appropriate for this audience?

•       What is my audience’s biggest challenge and how am I going to solve it?

Article link:  http://www.cnn.com/2016/08/03/health/distracted-driving-addiction-brain-impact/index.html

Synchronized Beliefs

Very closely related to directing our thoughts are our beliefs or belief systems. Just as airplanes have guidance systems to direct them, so do we have systems guiding and shaping what we think, do, and believe. Without these influences, we will miss our intended destination, just like an airplane out of touch with the control tower would never be able to land.

 What if you had two control towers telling the pilots what to do? The results would be devastating. What many of us don't realize is that we are tuned in to multiple guidance systems simultaneously. For example, we value the input of our parents, spouse, and close friends, and pay heed to rules of the community, society, and often religion. Since so many influences may conflict with one another, we have to prioritize who or what dictates our belief system. If we cannot synchronize these influences, we will wander through life, always missing the target because of our inability to synchronize our beliefs. Great persuaders hit their targets more often because of a well-synchronized belief system.

It may be a very helpful exercise to pinpoint the main beliefs that are shaping your life and to determine whether or not any of them are in conflict with each other.

Consider the following possible conflicts of interest:

            The pursuit of wealth                      "Money is the root of all evil"

            Job security                                       Entrepreneurial freedom

            Making it to the top                         "Family comes first"

            Love of eating                                   Healthy body

            Adventurous                                    Ducks in a row

            You only live once                           Restraint, moderation

            More free time                                  Pursue financial independence

            Reduce debt                                      Start investing

            Successful business                         Successful parent

            Spiritual                                             Wealthy

After you have identified which beliefs shape your life, you need to determine which beliefs represent personal truths for you and which ones you have simply acquired by social and cultural osmosis. Upon closer study, we often find that much of what we believe has not come through our own thoughtful searching. Rather, it comes through imitating what society teaches is appropriate, and what we have been exposed to at home, school, or work. In order to truly change, grow, and prosper, we need to be consciously aware of the rules we've made for ourselves, where they have come from, and what they're based on. Do they all serve you? Or are they sabotaging you? It is time to take ownership of your beliefs.

Article Link

https://psychcentral.com/blog/archives/2017/01/07/these-9-mental-habits-suck-the-happiness-from-your-life/

Jon Gordon's best-selling books and talks have inspired readers and audiences around the world. His principles have been put to the test by numerous NFL, NBA, MLB coaches and teams, Fortune 500 companies, school districts, hospitals and non-profits. He is the author of numerous best-selling books including The Energy Bus, The Carpenter, Training Camp, The Seed, You Win in the Locker Room First and The No Complaining Rule. Jon and his tips have been featured on The Today Show, CNN, CNBC, The Golf Channel, Fox and Friends and in numerous magazines and newspapers. His clients include The Los Angeles Dodgers, The Atlanta Falcons, Campbell Soup, Dell, Publix, Southwest Airlines, LA Clippers, Miami Heat, Pittsburgh Pirates, BB&T Bank, Clemson Football, Northwestern Mutual, Bayer, West Point Academy and more.

The Power of Positive Leadership

Great leaders understand that people drive the numbers, not the other way around; to win, you must win with people—and this book shows you how. It all begins with your decision to become a positive leader, and the understanding that leadership is not just about what you can do, but what you can inspire, encourage, and empower others to do. You'll learn to bring out the best in each of your employees by sharing the best within you; instead of running over people to achieve your goals, invite them on board—together, you can achieve more than you ever thought possible.

 Difficult times call for leaders who are up for the challenge. Results are the byproduct of your culture, teamwork, vision, talent, innovation, execution, and commitment; this book shows you how to bring it all together to become a powerfully positive leader.

 Discover the true drivers of short- and long-term success

Learn what leadership is really about

Cultivate the habits and outlook of successful leaders

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Find the right people, invest in them, nurture them, and develop them; as they grow, so do you. The Power of Positive Leadership helps you become the person you want to be, and the leader your people need.

For more information about Jon and his work visit: www.jongordon.com