Maximize Your Influence (sales)

Understanding human nature is essential to maximizing your greatest persuasion potential. Have you ever wondered how the mind works? Why do we do what we do? Why do many people do the opposite of what is best for them? Great persuaders can find patterns in human nature and customize their ability to persuade accordingly.

6 psychological tactics behind the Starbucks menu

Join me for this week’s podcast, where we explore how these triggers get you to pay more in retail – especially at Starbucks.   These triggers can help you understand the world of persuasion and influence.  This podcast is called How Starbucks Does Not Fight On Price - And You Pay More For Coffee


Great persuaders have charisma. We can all think of charismatic people. They have a confident presence and charm about them; they are captivating. They command our attention; we hang onto every word out of their mouths. Their energy prods us, motivates us, and inspires us. We feel better for having met them, seen them, been persuaded by them, and interacted with them.

4 Signs of Decision Fatigue

 What are other forms of influence and charisma you can use to increase your ability to persuade?  You will be surprised by how easy it is to apply these forms of influence.  Remember, influence is a higher form of persuasion.  Persuasion is what you do and say – Influence is who you are.  

Join me for this week’s podcast, where we explore other forms of influence that will increase your ability to convince other people to your point of view.  This podcast is called PIQ Skill #6: Using Your Charisma For a Referral Program

Direct download: Podcast_389_-_PQ_Skill_6_-_Using_Your_Charisma_For_a_Referral_Program_1.mp3
Category:sales -- posted at: 6:30am CDT

Appearance affects your authority. External objects and the environment also affect perceptions of power. It is therefore wise for all of us to check out our appearance and surroundings to make sure we're sending the right message.

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What are other forms of power you can use to increase your ability to persuade?  You will be surprised to know there are many different forms of power.   And these are good legitimate forms of power.  Join me for this week’s podcast, where we explore other forms of power that will increase your influence. 

This podcast is called PQ Skill #5: How Your Personal Power Leverages Your Ability To Persuade.


Are you congruent?  Do you feel authentic?  Does your prospect think you are genuine?  Are you coming across as truthful?  These are the new buzzwords that your prospect is looking for…  Join me for this week’s podcast with David Wood that reveals techniques and ways to be more authentic and congruent in your persuasive presentations.  Discover how to be Transparent, Authentic, Genuine, And Vulnerable And Become More Influential – Interview With David Wood.


The MOST important aspect of Trust is credibility It’s harder to gain credibility nowadays than it ever was in the past. Most people are fairly sophisticated and have grown cynical with all the exaggerated and unsubstantiated hype that is thrown at them.

People who have been burned in the past develop thick skins against almost every persuasive message they are exposed to.

Want to sound smarter? Avoid these 24 overused words and phrases

Do people trust you?  Are you sure?  I would say that you are not creating the trust you need or deserve in the persuasion process.  Trust is the glue the creates your ability to sell and influence.  Join me for this week's podcast on PQ Skill #4: How To Establish Instant Automatic Trust  

 

 

Direct download: 386_-_356_-_words_that_repel_people_and_hurt_persuasion.mp3
Category:sales -- posted at: 6:30am CDT

It is human nature to mirror and match, or to “synchronize” with the people we connect with. We don’t even think about it. It happens so quickly and so subconsciously - one is unlikely to even notice it.

What if you were aware of it? Could it be used to help you be even more persuasive? Research says definitely yes. When you mirror your audience, you build rapport with them.

Do you want to know how to instantly connect with anyone?  Do you want to make anyone your friend?  Did you know influence is easy when people like you?

Join me for this weeks podcast on PQ Skill #3: Instant Rapport and Social Synchronization

Direct download: Podcast_385_-_PQ_Skill_3__Instant_Rapport_and_Social_Synchronization.mp3
Category:sales -- posted at: 6:30am CDT

Are you a leader or a manager?  When you influence people do they do it because they have to or they want to?  Isn’t that a tough question?  What do you think?   Are you able to boost people up, motivate them and inspire them to new levels?  Because that is the role of a long-term leader.

Join me on this week’s podcast on influence and leadership with Ben Ward.  Ben is a leadership expert that is going to teach you the tools and techniques of how to influence others.  You will discover more about praise and how to motivate people to the next level.  Influence Like A Brick - Interview with Ben Ward

Direct download: Podcast_384_-_Influence_Like_A_Brick_-_Interview_with_Ben_Ward.mp3
Category:sales -- posted at: 7:00am CDT

Did you know that 80 percent of all new products fail or don't even come close to projected forecasts?3 Large corporations spend billions on focus groups to see if their product or service is viable.

Do you want to know how to balance logic and emotion during the persuasion process?  Do you want to know how your prospect makes decisions?  Discover how to create a persuasive message that resonates with their heart and their mind.   

What happens in the brain when we imagine the future?

Join me for this week’s podcast on Persuasion IQ Skill #2: How Your Audience Thinks And Makes Decisions

Offer - 111 Sales Hacks- Beta Special 90% Off- $385 Value - $37 

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How Conflicting Beliefs Are Stalling Your Success

Beliefs are only one of the pieces to a successful mindset.  I spent years monitoring, interviewing, and watching successful influencers.  What are their traits and characteristics?  What are they doing differently?  How is their mental programming making them more successful?  

Join me for this week’s podcast on Persuasion IQ Skill #1 –   Mindset of Influential People.

A new factor in success: a strategic mindset

111 Sales Hacks - Beta Special 90% Off - $385 Value - $37

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Direct download: Podcast_382_-_Persuasion_IQ_Skill_1_-_Mindset_of_Influential_People.mp3
Category:sales -- posted at: 6:30am CDT

I'd say now is the time to take a careful look at your personal development program.  Are there ways it can be enhanced?  Every day, you are either learning or deteriorating.  You are either closer to or farther away from your goals.  Learn to model the best in your field.  Find those who excel in your industry and benchmark what will work for you.  Pay the price to become an expert in your field. Don't settle for mediocrity.

Salad or cheeseburger - Your co-workers shape your food choices

Do you catch the keyword?  That keyword is change.  Personal development is the key to the knowledge to be successful, but then you have to create change in your lives to apply these new principles.  People actually love to change when it is done right.  People don’t always resist change.  Would you resist if I changed (increased) your income?  I don’t think so… 

Join me for this week’s podcast on Why People Resist Change And How To Persuade Them.

111 Sales Hacks- Beta Special 90% Off - $385 Value - Only $37

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Direct download: Podcast_381_-_Why_People_Resist_Change_And_How_To_Persuade_Them.mp3
Category:sales -- posted at: 6:30am CDT

Great influencers can create the right mood at the right time.  They can put people in a happy state.  When they are feeling happy, they tend to think more positive thoughts and to retrieve good experiences from memory.  When they are in a negative or foul mood, they tend to think unhappy thoughts and to retrieve negative information from memory.

 10 Ways to Defuse the Hostility of People Who Are Angry

What is the emotion that derails most persuasion and negotiation?  That would be anger!  How do you handle that angry person?  How do you defuse anger and turn it into your advantage?  Join me for this week’s podcast -  How To Sell And Persuade An Angry, Hostile And Bitter People.

 PS  -  90% Off 111 Sales Hacks

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Influential people can read and interpret nonverbal gestures.  You can read people like a book and you can obtain the knowledge you need to adjust yourself and your presentation based on what body language you are reading. 

 8 Ways To Identify A Liar

Want to know how to spot a liar?  Would it be beneficial to be able to detect deception?  What to learn those FBI interviewing techniques? 

Join me for this week’s podcast -  How to Identify A Liar - The Science of Detecting Deception.


Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever before. 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.” You could say trust is at an all-time low and still falling.

Stanford researchers study trust in autonomous products

Want to know the trend in trust?  The trend is going from trust to trustless.  It is a new concept in persuasion derived from the digital age.  An idea that has come from Bitcoin and Blockchain. 

Join me for this week’s podcast -  As Trust Erodes - Become Trustless.

Direct download: Podcast_378_-_As_Trust_Erodes_-_Become_Trustless.mp3
Category:sales -- posted at: 6:30am CDT

One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do.

Want to know what questions to ask when you are attempting to influence?  Discover how to change a conversation and persuade under the radar.  Learn how to get the answers you need and to help people persuade themselves. 

Join me for this week’s podcast -  How To Use Forensic Interrogation Techniques To Influence – Interview With Michael Reddinton.


Learn how to be prepared to handle hecklers and those that will ask the tough questions.  Learn to connect on a personal and emotional level.  Make sure every member of that audience feels like you are talking to them.  Practice your presentation so it becomes part of you, instead of a slick PowerPoint or a tired outline.   Manage your fear, anxiety or nervousness, so you can radiate charisma. 

How can you present with power?  What can you do to fine-tune your presentation skills?  How can you master the world of public speaking?  What do you do with your fear?  Join me for this week’s podcast and discover How To Use Emotion, Mood And Vibe To Persuade A Jury Or Prospect - Robbie Crabtree Interview.


So how can you use subconscious triggers and options to be more persuasive?  What do you need to understand about these triggers that are hurting your sales?  How can you persuade better and faster understanding why we do, what we do?  Join me for this week’s podcast and discover The10 Psychological Techniques (And Tips) To Sell More And Persuade Faster.

 

Pausing Before Replying Decreases Perceived Sincerity


One of the biggest challenges we face is that we think, and our audience thinks, we are logical creatures. But most of the time, we don't know why we do what we do. In fact, up to 95 percent of persuasion and 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 subconscious emotional reactions.

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

So how can you use subconscious triggers to be more persuasive?  What do you need to understand about these triggers that are hurting your sales?  How can you persuade better and faster understanding why we do, what we do?  Join me for this week’s podcast and discover The10 Psychological Techniques (And Tips) To Sell More And Persuade Faster.


To maintain order of the world, our brains link objects, gestures, and symbols with our feelings, memories, and life experiences.  We mentally associate ourselves with such things as sights, sounds, colors, music, and symbols.  These associations create quick subconscious triggers.  The feelings you generate can help or hurt your ability to persuade.   You could be using symbols that are repelling your prospects.

40 Common Symbols and Meanings (& How to Use Them)

Did You Know Selling A Left Handed Person Is Different?

Find out what symbols and images are helping and hurting your ability to persuade?  What feelings are being triggered when you meet someone?  What external unnoticed symbols that surround you are triggering the wrong feelings?  On this week’s podcast, I answer these questions and more!  Join me for…. How To Use Images and Symbols To Persuade Below The Radar.

Direct download: Podcast_373_-_How_To_Use_Images_and_Symbols_To_Persuade_Below_The_Radar.mp3
Category:sales -- posted at: 6:30am CDT

What can you do in the first thirty seconds of your encounter to capture your audience’s attention?  Can you prove to them that you are worth listening to?  Think about this: Every time you communicate with someone, they are paying with either time or money.  

Do you want to know how to magnetize your message?  Get and keep the attention of your prospects?  Ever thought about how to brand and position yourself in this new media market?  Well, you are in luck.  On this week’s podcast, I interview Jeremy Slate.  We discuss ways to make your presentation/message ring true and understand this new market.  Join me for…. How To Position Yourself And Create An Irresistible Message

For more infornation about Jeremy visit his websites here  and here


Did you know that cost is often the first objection raised, but usually it's not the true reason for rejecting a product or service?  Whether you're selling an actual physical product to consumers or an idea to your stubborn teenager, there is always a price involved.

Want to know how to make price a non-issue?  Want to know how to charge more and help your prospects be more successful?  Want to get past the mental block or raising your rates?  Join me for this week’s podcast as I interview Chris Kenney.  We explore all the tools you need to quit hearing – It is too expensive!

10X Your Income - Interview Chris Kenney

 

Direct download: Podcast_363_-_10X_Your_Income_-_Interview_Chris_Kenney_1.mp3
Category:sales -- posted at: 6:30am CDT

As humans, (when we listen) we have the ability to read people from facial expressions, gestures, tone of voice, or even a smell.  This comes from our early programming as humans to be able to meet a person and instantly decide if they are a friend or foe.

Want to know how to make better decisions and use your intuition?  Want to know what changes are happening with your prospect and customers?  Ever wondered what the new expectations are going to be?  Listen to this week’s podcast interview with Tiffani Bova.  She is the author of GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business.

For more information about Tiffani visit her website here.

 


Voice plays a critical role in influence.   Our voice is a powerful instrument that can motivate the troops or lull them to sleep. There is a huge difference between presenting and persuading, informing and influencing, and communicating and convincing.

Want to know how to grab attention and increase the influence of your voice?  Ever felt your voice was not very impactful?  Listen to this week’s podcast with Denise Woods.  She is the vocal coach of the stars.  Find out how to change your voice and change your future. Denise Woods -Vocal Coach of the Stars - Crucial Instrument Of Influence


Want to know how to create dissonance?  Ever want to change someone’s mind?  Have you ever wanted to change someone’s beliefs about politics?  The key is to get them to persuade themselves.  Listen to this week’s podcast on How To Change Someone’s Political View Point – Influencing Minds.


I had a great interview with the author of The Hype Handbook on this week’s podcast.  Hype is important (when used correctly) to grab attention and get people to focus on you or your product/service.  If you don’t get noticed and get them engaged – you can’t persuade them.

Want to create more excitement for you or your product/service?  Listen to this week’s podcast as I interview the author of the Hype Handbook – Michael Schein.  We are going to take a deep dive into attracting attention and getting people to adore you.  Listen to How To Create Hype And Understand Mind Control


Do you think color is important in the world of persuasion?  The answer is absolutely. 

What Super Productive People Do Differently

Want to get more techniques on how to use color to influence?  How to manage your time using Harvard time management hacks?  Find out how Covid affects your ability to influence.  How to discover their true pain?  Join me for this week’s podcast on What Are The Most Persuasive Colors?

Direct download: Podcast_366_-_What_Are_The_Most_Persuasive_Colors.mp3
Category:sales -- posted at: 6:30am CDT

Almost everyone wants to accomplish their dreams, achieve more, change their habits, or pursue bigger and better goals.

And we often know exactly what we need to do to make these things happen.  So why don't we do them?  Why do we fall short of our dreams and aspirations?  

Want to understand the science of getting yourself (or others) to change?  Do you want to get more techniques on the power of habit?  Want me to reveal why goal setting does not work most of the time?  How to motivate yourself and others?  Join me for this week’s podcast on The Science of Change And The Power of Habit.

Direct download: Podcast_366_-_The_Science_of_Change_And_The_Power_of_Habit.mp3
Category:sales -- posted at: 6:30am CDT

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

The Neuroscience of Trust

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

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

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

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


How To Persuade UNDER The Radar

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

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

PS. our Black Friday special starts next week! 

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

Stay tuned for next week!

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

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

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


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

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

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

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

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

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

 


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

 Tell tale signs your coworkers despise you

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

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

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


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

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

Food psychologists eyeball cereal characters

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

www.photofeeler.com

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


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

Why some people lie to appear more honest

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


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

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

Why Cognitive Load is Hurting Your Conversions

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


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

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

Is being generous the next beauty trend?

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


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

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

Listener Email Link: 

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


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

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


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

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

 

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


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

Article from the podcast:

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

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

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

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

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

 Lemon Scent May Bolster Body Image

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

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

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

 14 habits of the most likable people

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

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

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

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

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

To learn more about James visit his website here.

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

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

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

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

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

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

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

Want to know more? 

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

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

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

The Sweet Psychology of Indulging During a Pandemic

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


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

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

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

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

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

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

Testing the objectivity of vision and BIAS

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

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

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

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

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


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

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

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

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

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

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

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

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

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

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

Sales Hacks

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

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

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

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

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

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


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

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

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

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

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

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

How Passion For Your Job Can Backfire

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

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

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

Impostor syndrome is more common than you think

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

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

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

 People eat more when dining with friends and family

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

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

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

Let’s find out!

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

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

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

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

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

marshmallow experiment

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

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

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

Emotionally intelligent bosses make for happier, more creative employees

Persuasion Blunder

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

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

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

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

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

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

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

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

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

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

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

Eyes and citrus smell could help cut hospital infections

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

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

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

New Research Suggests We Shouldn’t Trust Facial Expressions

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

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

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

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

 

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

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

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


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

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

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

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


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

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

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

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

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

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

 

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

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

Are you talking too much?

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

Upward Physical Movement Brings Back Happy Memories

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

Santa Sweater Walmart Article

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

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

Listen for all the answers!

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

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

What Your Desk Reveals About Your Personality

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

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

Do you have RBF?  I sure do.  I have it bad.  Do you know what RBF is?  Well the nice version is resting brat face.  The “B” is actually a word that is a little harsher.  (I will let you google it.)  What is RBF?  Well, it is when you are neutral or unemotional – your face looks mean and upset.  You look unapproachable.  In this state, you will have a harder time with influence,  building trust and creating a connection. 

This is more common than you think.  So, how do you fix this RBF?

Neuroscience Says Doing This 1 Thing Makes You Just as Happy as Eating 2,000 Chocolate Bars

Join me for this week’s podcast on How Your RBF Hinders Influence, Likeability, and Trust.  I explore where RBF comes from, why it exists and how to fix it.  I also take a deep dive into how RBF affects mood and how mood can destroy your ability to influence others.

Articles from show: 

RBF : CNN, testRBF , Photofeeler 

Worst Product Names

 

 

 

 

Direct download: Podcast_314_-_How_Your_RBF_Hinders_Influence_Likeability_and_Trust.mp3
Category:sales -- posted at: 6:30am CDT

Are you perceived as competent? Are you sure? You could be the smartest person in the room, but your verbal and nonverbal behavior could tell your prospects something else. 
 
Competence is your knowledge and ability in a particular subject area. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the first time and our experience with them is very limited, we subconsciously perceive and assign them a certain competency level.
 
 
Can you really do what you say you can do? Can you deliver? Does your audience think you have the skills, the knowledge, and the resources? Whether or not you have this deeper level of competence becomes glaringly obvious as people interact and work with you.
 
Listen to Episode 312 to find out the answers!
 

 

Direct download: Podcast_312_-_The_Pratfall_Effect_-_How__Mistakes_Help_Persuasion.mp3
Category:sales -- posted at: 6:30am CDT

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.

7 Simple Behaviors That Make You More Attractive

Do your prospects like you?  Are you sure?  How do you make sure you’re really connecting? You want to be friendly, but not fake. You aim to be engaging, but not annoying. You’re enthusiastic, but not overbearing.  What are the 2 rapport building biggest mistakes?

Listen to this Episode to find out!

Direct download: Podcast_311_-_How_To_Be_More_Likeable_And_Look_More_Attractive.mp3
Category:sales -- posted at: 6:30am CDT

Power Persuaders know that each audience and individual has a different balance between logic and emotion. Your analytical type personalities need more logic than emotion. Your amiable personalities require more emotion and less logic. Always remember, you have to have both elements present in your message, regardless of the personality types listening.

Emotion is a power you can harness and use in practically every aspect of persuasion. Remember, logic is important, but emotion helps you catapult an otherwise dull or flat exchange to the next level.

You must know when to create positive or negative emotions. The key is your EQ (Emotional Intelligence). You have to be able to read your prospect and know what emotion to use and understand the proper dose. Great persuaders have learned the ability to read and use the right emotion. 

71 percent said they value high EQ over IQ

Sales Stats

Join me for this week’s podcast as I take a look at the elements of a high EQ and how to persuade using emotion and your EQ.

Have you claimed your FREE book yet?

Direct download: Podcast_310_-_Sales_Statistic_Secrets_Dont_Lie.mp3
Category:sales -- posted at: 6:30am CDT

Want success?  Wondering what is taking so long?  Ask yourself this question.  Have you given yourself permission to win?  If you are not winning - think about this.  If you are playing the game of success not to lose, you are going to lose.  

Imposter syndrome

When you decide to play the game to win, you are eventually going to win. 

Striking power poses won’t boost your confidence or make you feel more powerful

Listen to find out how to handle your conflicting beliefs. 

Learn how to  Enable your powerful subconscious mind to work for you, not against you

Direct download: Podcast_309_-_Permission_To_Win_-_Playing_to_Win_or_Playing_Not_to_Lose.mp3
Category:sales -- posted at: 6:30am CDT

Have you ever felt something was not quite right?  That something was out of whack?  Your motivation was decreasing instead of increasing? Just as in a mutual fund, where one bad stock can pull down the fund’s overall value, one bad area in your life can pull you down and destroy your motivation.

When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your life will either help or hurt your success. Our aim is to get all areas of our life working together to create a high-performing fund.  If you want balance in your life.  If you want achievement – you must have alignment.  Tune in to find out those 6 areas of your life that are part of your life alignment.

Direct download: Podcast_308_-_Achievement_vs_Alignment_-_Keys_to_Balance_and_Success.mp3
Category:sales -- posted at: 6:30am CDT

Every aspect of success and wealth includes your ability to generate multiple streams of income. I just finished a training in San Diego, CA. talking with entrepreneurs on creating multiple streams of income. I am very passionate about this topic because so many people just don't have the right vehicles to generate wealth.   

This is a key factor to success and many people have a great vehicle, but the challenge is they just don't have the gas.  We know the gas to your vehicle are the soft skills.  This would be your mindset, people skills, EQ, and your ability to influence.  The rest were missing the proper income vehicle, (Multiple Streams Of Income)

It’s a volatile future. You’d be wise to have multiple streams of income flowing into your life. 

In the future, people will need a portfolio of income streams—not one or two—but many streams from completely different and diversified sources. So that if one stream goes, you barely feel the bump. You’re stable. You have time to adjust. You’re safe. Do you have multiple streams of income flowing into your life at this time? Maybe it's time to add another one.

Join me for this week’s podcast when I interview industry expert Jim Cockrum. 

Jim has appeared in the Wall Street Journal, Entrepreneur Magazine, Men’s Health magazine, eBay radio, and in countless news and radio programs as an Internet and online business expert. His podcast is consistently ranked in the top of the business/marketing category on iTunes.

His best selling book “Silent Sales Machine” has been read by an estimated 800,000 people around the world and is a consistent top 10 seller on Amazon best seller 

Since he believes the internet is where the most compelling business opportunities reside, he focuses his training and business models on what he calls, “the most effective communication and relationship building tool ever given to mankind – the internet.”

For more information about Jim and his work visit: www.silentjim.com

 

Direct download: Podcast_307_-_Multiple_Streams_of_Income_-_Jim_Cockrum_Interview.mp3
Category:sales -- posted at: 6:30am CDT

It all starts with your thoughts. Your thoughts lead to emotions and your emotions lead to your daily actions. Take an honest look at your life right now. Where do you find yourself? That place is the sum total of your thoughts over the course of a lifetime. Where have your thoughts taken you thus far? Where will they take you tomorrow, next week, or next year?

Join Kurt as he interviews expert Dana Wilde.

In this interview, you will discover:

* What to do if you feel "stuck" and how to get moving again;

* How to change your results QUICKLY.

* How to use mindset if you were raised in a negative environment or if “positive thinking” has never worked for you;

* Easy mindset shifts for people who feel like they're lying to themselves when they use affirmations.

Dana Wilde is the bestselling author of Train Your Brain and the creator of The Celebrity Formula. After growing her own business from zero to a million dollars a year in under 19 months, Dana shows you how to make money by being happy and get paid for being YOU! With nearly 100,000 followers in 87 countries, she is featured in the movies The Abundance Factor, The Truth About Prosperity, and Dream Big. As the host of The Mind Aware Show, she reveals how to intentionally and systematically change your mindset so you get better outcomes.

Get a copy of her book for FREE:

danawilde.com/kurt 

Direct download: Podcast_306_-__Train_Your_Brain_-_Dana_Wilde_Interview.mp3
Category:sales -- posted at: 6:30am CDT

One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do. Think about that statistic. An average persuader will ask six questions; a great persuader will ask sixteen.

 
As you apply this principle in your persuasive encounters, always engage your audience with "easy" questions first. Let general questions precede specific ones. You want your audience to feel comfortable and relaxed, and people are encouraged by answers that they know are right, that don't put them on the spot, and that don't arouse anxiety.
 
Want to get past just hearing and learning how to listen with your ear, eyes and heart? Want to know why introverts outpersuade extroverts? 1 of the 10 reasons is listening, but there are many other factors to influence below the radar. 
 
Join me for this week’s podcast and you will discover the key factors of persuasion and what has changed in the world of influence.
Direct download: Podcast_305_-_Why_Introverts_Are_Now_More_Persuasive_Then_Extroverts.mp3
Category:sales -- posted at: 6:30am CDT

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance.

Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations.

He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies.

For more information about Dave and his work visit his site here.

 

Direct download: Podcast_304_-_Best_of_MYI_-_Dave_Kurlan_-_BaseLine_Selling.mp3
Category:sales -- posted at: 6:30am CDT

The proper use of humor will boost your confidence and increase your likeability.  It enables you to establish instant rapport and they will trust you more.   Practice your humor.  Make sure it works.  The brutal bottom line is they will either laugh with you or feel sorry for you.

Supervisors driven by bottom line fail to get top performance from employees

You will be surprised how easy it is to use humor.  You will discover ways to use and borrow humor in your persuasive presentations. Humor opens the door to influence.  Find the ways to make your prospect easier to influence. 

Use the 4 secret motivators to inspire others to get what you want

Direct download: Podcast_303_-_How_Humor_Helps_and_Hurts_Persuasion.mp3
Category:sales -- posted at: 6:30am CDT

The good news is you can change many characteristics of your voice.  What does your voice project?  Does your voice work for you or against you?  Find out the ways to make your voice more persuasive on this week’s podcast -  “How to Make Your Voice More Persuasive.”  There are easy tools you can implement to create that perfect persuasive voice.

Article: Our pursuit of happiness makes us sad

Direct download: Podcast_302_-How_To_Make_Your_Voice_More_Persuasive.mp3
Category:sales -- posted at: 6:30am CDT

How do you mirror someone that is successful?  How do you benchmark a thriving business?  How do you find the answers to that open-book test on success?  There are 10 free to very inexpensive ways to get the answers to your success.  You can get the answers to take your life, your income, your business to the next level. 

 A Trick That Makes People Like You More

Join me on this week’s podcast on “The Forgotten Shortcut to Success.”

Direct download: Podcast_301_-_The_Forgotten_Shortcut_to_Success_and_Wealth.mp3
Category:sales -- posted at: 6:30am CDT

We have all seen great persuaders in action. We have been in the presence of persuasive experts who automatically attract everyone to them. Wherever they go, people are captivated and influenced by such individuals' radiant energy and dynamic personality. People just naturally want to be persuaded by them.  What makes them successful? 

These persuaders have adjusted or changed their persuasion techniques to match this new world of influence.
Persuasion and influence have dramatically changed in the past twenty years. Social media has changed the way we communicate.  Persuasion has changed.  Your consumer, your prospects, and your customers all have changed. According to Advertising Age Magazine, they are bombarded with more than 5000 persuasive messages a day.

This is the digital age. People are better educated and more skeptical than ever before. If you use only the same out-dated tactics that you learned years ago, you'll lose your ability to influence. Techniques that worked 5 years ago have lost their lustre. Why?

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. Most people in sales and marketing were shooting in the dark. We hoped that what we were doing was working. Dr Antonio Damasio of Iowa College of Medicine sums it up best: "More may have been learned about the brain and the mind this decade than during the entire previous history of psychology and neuroscience."

Why haven't most persuaders caught up with the times? Why are so many still using the old tools that should have been put to rest long ago? Are you one of them? When you are meeting with prospects, clients, or employees, are you a guest? An enemy? A pest? A product pusher? A pushover? Are you welcome or are you annoying?  
Think twice. Most people think they are a welcome guest, but the reality is—and the research shows—that you are more likely to be an annoying pest. They just never tell you. Times have changed, and we are no longer able to push people into buying a product or service. How can you adapt?

We need to be able to help them persuade themselves. To be an effective persuader, you must be able to bring your audience around to your way of thinking.  You can’t be the one that is throwing persuasion darts – hoping one of them will stick and win you the deal.  You must learn to adapt to the times.

Join me for this week’s podcast – Episode #300 (Woo-Hoo!!!) as I discuss all the changes in the world of persuasion and how to adjust.  Now only are you going to learn “How Persuasion Has Changed - And How To Adapt,” but also I will give you a free gift. 

Listen to find out the new tools and techniques and how to get your free gift – Power Negotiation Tools.

Instagram: @maxinfluence

Twitter: @influencemax

Facebook: Maximize Your Influence

Direct download: Podcast_300_-_How_Persuasion_Has_Changed_-_And_How_To_Adapt.mp3
Category:sales -- posted at: 6:30am CDT

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion.

City parks are only as good as the trip to get there

In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic.

Listen to find out more!

 

Direct download: Podcast_299_-_Hidden_Subconscious_Triggers_That_Get_You_Every_Time.mp3
Category:sales -- posted at: 6:30am CDT

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion.

City parks are only as good as the trip to get there

In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic.

Listen to find out more!

 

Direct download: Podcast_299_-_Hidden_Subconscious_Triggers_That_Get_You_Every_Time.mp3
Category:sales -- posted at: 6:30am CDT

You are being persuaded all around you – And you don’t even know it.  Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence.  That impact can help or hurt persuasion.

City parks are only as good as the trip to get there

In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic.

Listen to find out more!

 

Direct download: Podcast_299_-_Hidden_Subconscious_Triggers_That_Get_You_Every_Time.mp3
Category:sales -- posted at: 6:30am CDT

Listening is one of the most crucial human relations skills. Listening is how we find out people's code, preferences, desires, wants, and needs. It is how we learn to customize our message to our prospects. Of all the skills one could master, listening is probably the one that will pay you back the most.

Bosses who phone snub their employees risk losing trust & engagement

There is a positive relationship between effective listening and being able to adapt to your audience and persuade them. 

So, what are the big complaints about you and your listening skills?

Direct download: Podcast_298_-_How_Phubbing_Hurts_Persuasion.mp3
Category:sales -- posted at: 6:30am CDT

There are those dirty techniques that are very old school and can be very intimidating.  These dark mind tricks are being used against you.  These tricks are still being taught today especially in the world of negotiation.  I want to talk about these dirty tricks so you can be prepared against when they happen to you – not for you to use them.

10 Hard Bargaining Negotiation Skills

You have to understand the game of negotiation.  The challenge is many of you don’t want to play the game. Think about this…. If your prospect has come to play the game and you don't play the game, you're going to lose the game.  Why?  Because they were expecting to play the game. What does this mean? If you are looking to purchase a home and the listing price was perfect. You are thinking to yourself– that’s a fair price.  So you offer the asking price for the house knowing it is a win-win for both of you.  

An hour later you're getting a phone call as they back out of the deal because you created questions in their mind.  They start to think, wait a minute, that was way too easy. We were supposed to negotiate. What do they know that I don’t know?  Did the market change?  What happened?  You did not play the game.  So, if they're wanting to play the game, you've had to play the game.

Different players seem to play the game with different rules.  Some play dirty in the negotiation game.  Some have more experience, some are new, and some want to win the game at any cost.  Want to know how people cheat?  Listen to this week’s podcast on “Hard Negotiation Techniques – Those Dirty Tricks” to find out how the negotiation game is played.

Direct download: Podcast_297_-_Hard_Negotiation_Techniques_-_Those_Dirty_Tricks.mp3
Category:sales -- posted at: 6:30am CDT

Did you know that being nice or unselfish could hurt your ability to persuade?  What about those people that are so optimistic that you want to hit them?  

People don't really like unselfish colleagues

There are many tools of influence that are used in excess (or in the wrong way) – that can backfire on you.  What are those good things?  It could be any of the following:

 ·         Always volunteering to help

·         Being so nice that it repels

·         Unrealistic and unrelenting optimism

·         Proxemics and space

·         Wrong use of humor

·         Trying to connect, but bruising their ego

Join me for this week’s podcast on “How Being Nice Or Optimistic Hurts Persuasion.”  I will detail everything we have been taught we thought was a good thing, actually destroys the persuasion process.

Direct download: Podcast_296_-_How_Being_Nice_Or_Optimistic_Hurts_Persuasion.mp3
Category:sales -- posted at: 6:30am CDT

We have all heard about first impressions.  You have less than 30 seconds for someone to judge you – That could be a positive or negative perception.  How do others perceive you?  Is your first impression helping or hurting your ability to persuade and negotiate?

Bad smells make our memories stronger

Join me for this podcast as we explore first impressions.  These impressions can come from either a nonverbal gesture or your tone of voice.  Most people don’t even realize how they are being judged.  

Direct download: Podcast_295_-_1st_Impressions_-_The_Cement_Dries_Fast.mp3
Category:sales -- posted at: 6:30am CDT

Last week we talked about self-persuasion and your “Brakes to Your Success.”  The things holding you back from reaching your potential.  You can’t go very far if you are always driving with the emergency brake on and stuck in first gear! 

Many choices seems promising — until you actually have to choose 

This week we are going to supersize that topic and talk about your “Speed to Wealth.”  The formula is quite simple.  If you are wondering what is taking so long to achieve your goals – join me for this week’s podcast on Speed to Wealth - Get On The Fast Track To Success

Direct download: Podcast_294_-_Speed_to_Wealth_-_Get_On_The_Fast_Track_To_Success.mp3
Category:sales -- posted at: 12:45pm CDT

Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen. So why don't we do them? Why do we fall short of our dreams and aspirations?

Stay Funny, My Friends

This week’s podcast will address what is holding you back – what are the brakes of success?  What is taking so long?  Success is an open book test.  Join me this week for the answers to your success.

Direct download: Podcast_293_-_Brakes_of_Success_-_Barriers_to_Achieving_Your_Dreams.mp3
Category:sales -- posted at: 6:30am CDT

What are the most talked about psychological persuasion theories?  What are those techniques that people are using to get deep in the human mind and persuade under the radar?  Some might sound familiar,some have been used against you and some will be new to you.  Which ones are still working and which ones have become high lactose (cheesy).

 Join me for this week’s podcast of Persuasion Tricks That Still Work, as I take a deep dive into the world of persuasion and influence tricks, techniques and proven theory.

 

Direct download: Podcast_292_-_Do_Those_Psychological_Persuasion_Tricks_Still_Work.mp3
Category:sales -- posted at: 6:30am CDT