Maximize Your Influence (sales)

So who is this gatekeeper? Well, that's the person that's trying to stop you from getting to the person that you need to talk to you.  This is the person you are attempting to persuade. This can be one of the biggest obstacles to sales, prospecting, and persuasion.  How can you talk to the right person?  This could be a secretary, a receptionist, a personal assistant, anyone that is answering the phones or that is stopping you from getting to your prospect.

Don’t be the one using those gatekeeper blunders that are keeping you from your prospect.  It is easier than you think to get past the gatekeeper.  Join me for this week’s podcast on Cracking The Gatekeeper Code.

 

Direct download: Podcast_291_-_Cracking_The_Gatekeeper_Code.mp3
Category:sales -- posted at: 6:30am CST

Tired of hearing that nasty word – The word NO.  That NO is costing you money and costing you business. (Maybe costing you dating opportunities. :)  

There are things you are doing that can guarantee a NO AND there are things you can do to guarantee a YES.

Article: Crime, commitment, and the responsive bystander: Two field experiments.

 It is easier than you think to get more yeses and the science of influence is clear about how to do it.  Join me for this week’s podcast on How to turn the NO into a YES.

70% off Influence University for a limited time!! Run!!

Direct download: Podcast_290_-_Turning_That_No_to_Yes.mp3
Category:sales -- posted at: 6:30am CST

We have all been there – someone did not promise what was supposed to be delivered.  What was your reaction?  Has it happened to your company?  What causes buyer’s remorse?  What causes someone to ask for a refund?

These questions and more will be answered on this week’s podcast.  What causes, how do you eliminate and how do you solve these issues.  It does not matter if you have a perfect product or service – this will happen to you. 

Personality Traits May Affect Susceptibility to Persuasion

Join me for the podcast on Dealing with Remorse and Refunds.

Whats your Persuasion IQ? Find out and get a copy of my best-selling book for free for helping me out with my research!

Direct download: Podcast_289_-_Dealing_with_Remorse_and_Refunds.mp3
Category:sales -- posted at: 6:30am CST

I was traveling with a famous personal development speaker (not going to reveal His name).  It had been a very long day and we arrived at our next destination.  It was very late at night and we were checking into our hotel for our speaking engagement the next day.  He asked the young lady for an upgrade and she said that they did not have any upgrades available.  He said, do you know who I am?  No, she said.  Do you know how often I frequent your hotel?  Sorry sir, I don’t, she politely responded.  He started to raise his voice and get angry. 

When she would not give him a complimentary upgrade, the anger escalated as he asked to see her manager.  She slowly said I am the manager.  He left disgruntled and he did not get his upgrade.  I approached the desk and said I am sorry for that, nobody should treat you like that.  She said that’s OK it is part of the job.  We chatted for a bit and I made sure there was a connection and at the end of our conversation she said, thank you for your patience, would you like a complimentary upgrade?

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side, we have all met someone that rubbed us the wrong way or even repelled us.  We instantly did not want to be around them.  Then we meet some people we need to persuade and they don’t want to connect.  They want to get down to business.  Their face says, “Quit trying to be friendly – What’s the bottom line?”

6 Reasons Salespeople Win or Lose a Sale

How do you know in that first 30 seconds if you should try to connect with them or go straight into credibility?  What signs are you looking for?  How should you start your presentation?  Join me for this week’s podcast as I discuss when to know when to connect or when to build credibility.

 

Direct download: Podcast_288_-_Whats_Firsst..._-_Connect_or_Credibility_.mp3
Category:sales -- posted at: 6:30am CST

Is most your business or sales based on referrals?  Do people instinctively remember to refer you to their friends or colleagues?  Getting referrals makes persuasion easier, trust is not a barrier, and you know they need your product/service.

Did you know there are ways to get referrals without asking for them?  There is a simple formula to get people to refer others to you – no questions asked.  Join me as I interview Stacey Brown Randall.  She is the author of Generating Business Referrals Without Asking.  Listen to this week’s podcast.

Expert Guest: Stacey Brown Randall

www.staceybrownrandall.com/quiz

Stacey is the author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and teaches small business owners and solopreneurs how to grow their business through referrals without asking and sticky client experiences. She is the wife to one, mother to three and a supporter of the entrepreneurial dream for all.

 

 


Does appearance matter?  We are all taught not to judge each other by appearance. But at the end of the day we all end up judging each other subconsciously and and a lot of that is based on your physical appearance. The wrong judgment means your ability to influence decreases. 

Think Looks Don't Matter? Think Again

Do you look athletic, tall, fat or fit?   It all changes the way we get judged.  The shape and look of your face and body will also affect judgments.  I know it is not fair, but it is time to deal with reality. 

Your appearance is judged by your positive and negative characteristics.  Find out what is being judged by others.  What is hurting your credibility and lifetime earnings?  What can you learn and to be more persuasive?  Listen to this week’s podcast to find out!

Direct download: 287_-_How_Your_Height_And_Weight_Affect_Persuasion_And_Influence.mp3
Category:sales -- posted at: 6:30am CST

Are You Credible In The Eyes Of Your Prospect?

Credibility is a huge aspect of influence. You could be the smartest person in your field or even the most qualified, but if that is not the perception, there is no credibility.  You have to be careful about how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered.

The Diet Linked To Higher Intelligence

You can transfer (borrow credibility) from others.  Since trust and credibility is at an all-time low – sometimes the only option is to borrow credibility from others.  Remember even though you are a good trustworthy person, it does not mean people trust you.  Join me for this week’s podcast on how to borrow credibility in any situation. 

Direct download: Podcast_285_-_How_to_Borrow_Credibility.mp3
Category:sales -- posted at: 6:30am CST

Never fight on price.  Price in not the issue – you are the issue.  Only 6% of things are bought on price. Anybody can fight on price.  Let’s learn 14 techniques to make price a non-issue.

 This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience and knowledge. 

 If the price comes up – you have blown your presentation. 

Join me for this week’s podcast on Price Is Not The Issue – YOU are. 

Learn how to master the influence skill of making price a non-issue.

Discover why most objections are lies and solving them hurts your ability to persuade

 

Direct download: Podcast_284_-_Price_Is_NOT_The_Issue.mp3
Category:sales -- posted at: 6:30am CST

Can you use fear to persuade?  Does mood matter when you are attempting to influence?  What about resentment, worry, depression and happiness – How do these emotions affect your ability to persuade?

Your emotional intelligence and triggering the right emotion is a major aspect of influence.

An experimental study of audience recognition of emotional and intellectual appeals in persuasion 

Join me for this week’s podcast on Emotions (EQ) That Hurt Influence.  I will reveal the latest research on EQ and talk about the emotions that can help and hurt your ability to influence.

Direct download: Podcast_283_-_Emotions_EQ_That_Hurt_Influence.mp3
Category:sales -- posted at: 6:30am CST

Did you know your Emotional Intelligence (EQ) is more important indicator for success and wealth than your IQ?  This EQ is also critical in your relationships and your ability to read people.  Emotional intelligence is a critical factor in detecting deception or detecting any type of emotion.  How are you in reading people and identifying deception?

What is the Face of Truth?

Join me for this week’s podcast on Emotional Intelligence (EQ) and Lying.  I will reveal the latest research on EQ and how to apply that to the world of detecting deception.

Direct download: Podcast_282_-_Emotional_Intelligence_EQ_and_Lying.mp3
Category:sales -- posted at: 6:30am CST

How do you spot a liar?  How do you know if someone is really telling you the truth or they are trying to take advantage of you?  Deception and lying has been in the news lately.  How do you know who you can trust?  Who is telling the truth?  This knowledge will help every aspect of your life. 

The other challenge is when you get nervous or uneasy you might be showing signs of deception.  What I am saying here is that even if you are telling the truth, you might be sending signals of deception.  Your audience can’t always identify exactly what is making them distrustful, but they feel that way and that is all that matters to them.  What happens is we all have micro expressions that happen so rapidly the conscious mind can’t see them, but the subconscious can sense them. 

 The Newest Way to Tell When Someone Is Lying to You

Join me for this week’s podcast on How to Spot a Lie.  I will reveal the latest research on lying, deception and how to detect when someone is trying to deceive you.

Direct download: Podcast_281_-_How_to_Spot_a_Lie_.mp3
Category:sales -- posted at: 6:30am CST

Does gender make a difference in sales, and in persuasion? The last 10 years of research says – YES. Your gut instinct says – YES. Men and woman like to shop differently, and be persuaded differently.  They have different motives, viewpoints and are looking for different things while being influenced.

Understanding these differences can make you a power persuader. It will enable you to adapt your persuasive presentation to their point of view. You will be able to approach and persuade more effectively.

 

 Do These 5 Things to Increase Your Emotional Intelligence

 

Let’s take a look at the differences of the male and female brain and how you can tailor your message, and adapt to each gender.

Join me for this week’s podcast on How to Persuade Men vs Woman.

 

Learn how to use the 4 secret motivators to inspire others to get what you want

Direct download: Podcast_280_-_How_to_Persuade_Men_vs_Woman.mp3
Category:sales -- posted at: 6:30am CST

What is a meta-program and how does it help you become a better persuader?  A meta program is the way we lean most of the time in terms of the way we act and react to most stimuli.  

We all hate to be put in a box and categorized, but the reality is that (most of the time) we are predictable.  Sure, people can never be 100 percent predictable, but you will be amazed at how predictable we actually are

Meta-programs are essentially the “looking glasses” through which we view the world.  The classic “Is the glass half full or half empty?” is a perfect meta-program example.  Meta-programs control our personality and therefore how we behave and how we liked to be influenced.

For instance, do you tend to be more of an active or passive person?  Do you focus more internally or externally about the world around you?  Two people may interpret the exact experience from totally different angles.

Find out your own meta programs and how to adjust your persuasion for each meta program.  Join me for this week’s podcast on Meta Programs and Mindset

Get my best-selling book for FREE  

Direct download: Podcast_279_-_Meta_Programs_and_Mindset.mp3
Category:sales -- posted at: 6:30am CST

Do you negotiate with people of equal authority?  Do you have to deal with other managers or senior management?  Do you have to sell to people that feel like they know more than you? 

Understand the ability to gain trust, persuade people and influence without authority is a key component of persuasion and negotiation.  This week’s podcast will focus on how to influence when there is no authority, no title or no power.  Master this skill of influencing up (and to the side) – it is easier than you think.

How to Appear Confident, But Not Arrogant

Join me for this week’s podcast on How to Influence Up (and to the Side)

Learn how to Get others to not only want to do what you want them to do… but beg you to do it.

Direct download: Podcast_278_-_How_to_Influence_Up_and_to_the_Side_.mp3
Category:sales -- posted at: 6:30am CST

There are many ways to double your income this year, but one of the easiest.  Is to double the number of referrals you are getting.   Half of your business should be based on referrals. It is so easy to do, but most people are neglecting it. They’re not asking for referrals or they're doing it the wrong way.

Language study reveals best words to use when selling products

Referrals are your greatest source of social validation. Don’t overlook your current customers.  Nobody sells you or your company better than a satisfied customer.  So in your efforts to gain sales from new prospects, remember that you can build sales better through customer referrals.  Now, if that is the case – Why is it that only 12% of salespeople ask for referrals after every visit?  It is because no one has properly trained them. 

Join me for this week’s podcast on Unlimited Referrals.

Email kurt@maximizeyourinfluence.com to find out how to get a FREE coaching session.

 

Direct download: Podcast_277_-_Unlimited_Referrals.mp3
Category:sales -- posted at: 6:30am CST

Do people like you?  Can you connect with anyone?  When introduced to someone – Are they really happy to see you?  Are you sure?

This week’s podcast is going to explore “Psychological Tricks To Make People Like You Immediately.”  You know when you feel that connection and have created rapport.  Was it a smile, their touch or their sense of humor?  Or was it something else?  Scientist have found the answers to these questions and you will be surprised.  Listen to the podcast and find out how to instantly connect with anyone.

Get the Power of Charisma

Direct download: Podcast_276_-_Psychological_Tools_To_Make_People_Instantly_Like_You.mp3
Category:sales -- posted at: 6:30am CST

Why do your prospects keep saying NO?  Are you the cause of the objections you are getting?    

What mannerism or things are you doing that turn people off and trigger objections? 

The Clothes That Increase Your IQ

 You may think you're just being friendly or even concerned, but it is just triggering objections.  Let me remind you, that everything you are doing during your presentation will attract or repel the person you are communicating with.  I am not here to sugar coat this.  Let’s get into some of these complaints and things you could be doing that is causing resistance.  Listen to this week’s podcast on how YOU are causing objections.

Click here if you are tired of getting No’s or people not calling you back

Direct download: Podcast_275_-_YOU_Are_Causing_the_Objections.mp3
Category:sales -- posted at: 6:30am CST

The psychological edge gained by top persuaders cannot be overemphasized.  How do great persuaders prepare their minds for success?  This mental aspect is one of the most important (and usually most neglected) traits of success.

Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. Why do we fall short of our dreams and aspirations?  Let’s find the answer on this week’s podcast.

This week’s guest is Lisa Wimberger.  She is the founder of the Neurosculpting Institute.  Her mission is to teach others how to reprogram the brain, change their beliefs and to share powerful stress management techniques or what she calls Neurosculpting.

Listen to this week’s podcast and discover the power of Neurosculpting and self-persuasion.

For more information about Lisa and her work visit : www.neurosculptinginstitute.com

 

"When you can understand how your mind really works you can harness its unlimited power. " - Kurt Mortensen on Millionaire Psychology

Get My Copy

 


How persuasive were the superbowl commercials.  What worked?  What bombed?  Just because you liked or remembered a commercial does not mean it was influential.  Just because you laughed, does not mean you will remember the advertiser.  Let’s explore the superbowl commercials to find the persuasion “Ninjas” and the persuasion ‘blunders’.

 Also a huge bonus…..

Time for a guest interview and a world expert on Marketing and the world of Amazon.

 Adam Hudson is the founder of Reliable Education and a seven-figure Amazon seller. Adam is a highly sought-after Amazon expert and coaches new & established Amazon sellers in 16 different countries. Adam is also passionate philanthropist having funded over 6,000 interest-free micro-loans to entrepreneurs in third world countries and more than 1,000 blind people have been healed as a result of his giving.

What you will learn:

·         How to market on the internet.

·         Why Amazon is taking over the world.

·         How to market yourself online.

·         How to break through the marketing clutter. 

For more information about Adam and Reliable Education visit https://www.reliable.education

Best superbowl commercials

 Bud Light and HBO, ‘The Bud Night’   

https://youtu.be/8fhOItB0zUM

 Pepsi, ‘More Than OK’ 

https://youtu.be/9sYElEbRzKA

Humor

Amazon, ‘Not Everything Makes the Cut’

https://youtu.be/8y-1h_C8ad8

Microsoft’s - Adaptive Controllers

https://youtu.be/_YISTzpLXCY

Verizon "The Coach Who Wouldn't Be Here"

https://youtu.be/8SKJVV0e9Ek

 

Worst superbowl commercials

 Turkish Airlines

https://youtu.be/t14pSbXsd7Y

 MintMobile “Chunky Style Milk”

https://youtu.be/LhkcQbhiOiM

 Wix

https://youtu.be/yVpM3fjFUYQ

 Kia “Give It Everything”

https://youtu.be/u_awpNKfjDk


How do you deal with those jerks?  You know the ones I am talking about.  How can you get them on your team?  How do you influence them to be nice and to accept your ideas?

To be a rock star of a persuasion, you cannot use the same techniques for all people all the time.  You have to customize your message to fit the demographics, interests, and values of your prospect.

This also includes mean and hostile people.  They can be persuaded, but you need another set of tools.  When you understand human psychology and the ways to handle resistance – you can influence anyone.

Article on Abusive Bosses

We take a deeper dive on this week’s podcast on how to deal with hostile audiences and the mean people you work with.  Find out how to deal with that jerk and how to easily influence them.

Free Membership to Influence University

Direct download: Podcast_272_-_Dealing_With_Jerks_Meaness_and_Rude_People.mp3
Category:sales -- posted at: 6:30am CST

Embedded Commands

In persuasion and influence, it is the little things that can make a big difference.  For example, does icing the kicker in football work? – You will be surprised.  Does planting a seed that it might be too hot (or cold) to play sports affect how people play?  Does the way you use your voice or use embedded commands increase your persuasiveness?

Icing the Kicker Article

Article on Heat Signs

 What is an embedded command?

An embedded command is a technique used to communicate to the subconscious mind. The idea is to actually bypass the conscious mind and talk directly to the subconscious mind. Embedded commands are commonly used in marketing and advertising.

Embedded commands are hidden suggestions within written or spoken language. The conscious mind is unaware of their existence.

Embedded commands create expectations without creating inner resistance.

Embedded commands are used to reinforce potential behavior and can help the reader come to a faster decision.  

We see them in advertising and sales copy on the internet.  Using embedded commands can increase your marketing efforts by 10-20%.

Can you smell fear?

Join me on this podcast and find out how to use these subtle influence techniques.

Get your FREE copy of Best-Selling book Maximum Influence 

Direct download: Podcast_271_-_The_Smell_of_Fear_and_Embedded_Command_Studies.mp3
Category:sales -- posted at: 6:30am CST

Why Do 80% of New Products Fail?

Why do new products suffer from such a high failure rate?

Even multi-billion dollar companies agonize over product failures. What is going on? It comes down to either too much logic or too much emotion.

I want to Share with you some examples of when all the sound, logical reasoning and research in the world was used to predict the future, but it was still no match for people's emotions and instinct.

Large corporations spend millions of dollars on focus groups to see if their product or service is viable. Then, even after focus group participants are sold on the idea, the follow-up research shows that only a small minority of those in the focus group actually bought the product. Logic made it sound like a good idea to the focus group participants, but emotion ruled the day.

Let's look at some specific business blunders. Some of the strangest products ever released – you will see from their mistakes, how to change your product launch to be more successful. Listen to the podcast and get the solutions to a perfect product launch. 

Worst Product Launches

Worst Product Flops of All Time

Have you activated your FREE membership to Influence University yet?

Direct download: Podcast_270_-_Why_80_of_New_Products_Fail_-__Top_Product_Launch_Blunders.mp3
Category:sales -- posted at: 4:35pm CST

This was the most popular episode of 2018.

Listen and tell me if you agree….

The Modern Way To Ruin Relationships

 Most persuader’s don’t understand feature – benefit or emotion vs logic.  They throw these persuasion darts at their prospects (the target) and wonder why these darts never stick and/or hit the target.

Listen now to hear the solution.

 

Whats your Persuasion IQ?

Direct download: Podcast_269_-_Persuasion_Darts_Never_Hit_The_Target.mp3
Category:sales -- posted at: 6:30am CST

On this episode you will learn:

-Secrets to good copywriting

-How to attract more customers on the internet

-The missing piece to your call to action

You only have 3-5 seconds to attract customers on the Internet...What should you say?  What is the formula to get an email reply?  How do you create legitimate, believable urgency to get an instant response?

A website or email that’s too cluttered can’t convey a message quickly enough to engage the reader and is wasting everyone’s time.  A confused mind says no.  A preoccupied mind says no.  If they don’t read your sales copy – that would also be a no.  Effective copy must immediately capture the audience’s interest and pull them into your website, funnel or email. 

12 Obnoxious Sales Phrases That Make Prospects Hang Up on You

Listen now to hear the solution.

Direct download: Podcast_268_-_Copywriting_Secrets_2.mp3
Category:sales -- posted at: 10:27am CST

This week’s podcast is going to talk about 2 important things to increase your influence. 

  1. How can you learn to write compelling copy that can influence anyone?  This could be writing an email or marketing on the internet.  How can you engage and excite others through the written word?  It is easier than you think.
  2. What are the Reasons Salespeople Lose (or Win) a Sale?  The Harvard Business Review has revealed some compelling statistics on persuasion and influence.  Did you know….
  • Prospects have become “price immune”
  • The committee was only a committee of one
  • They don’t care if your company is #1 in the market
  • Some prospects want the challenge, not the solution

 Listen to the podcast and find out how to influence on command.

6 Reasons for winning or losing a sale

FREE BOOK

Direct download: Podcast_267_-_How_to_Influence_with_Copywriting_Secrets.mp3
Category:sales -- posted at: 6:30am CST

Intuition is a big part of your future success.  Intuition helps you read and understand people.  It comes in an instant and we have to be ready to act simultaneously.  Some call it a hunch, gut reaction or a feeling.  Intuition is real and can be harnessed to increase your ability to influence and transmit charisma.  Leaders who are able to distinguish between random thoughts and intuition are more successful in life and in business.  Face it, just take a look at CEO’s of large corporations.  They have access to all the logical research they need to make a good, educated decision.  The successful ones will admit that ultimately they have to follow their heart and use personal intuition.  Studies show that the majority of people use intuition, but had a difficult time verbalizing to others why or how it worked. 

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.  Those that have the ability to follow their intuition correctly would be able to sense danger or make a new friend.  We know when we have met someone for the first time that we have categorized them in the first 30 seconds.  We have decided if we like or dislike the person and this comes from our intuition.

Creativity Lessons Article

Intuition expands our ability to tap into our previous experience, our knowledge and our stored memories.  We might not remember what memories or experience we are drawing on, but it was something we already have learned and it is expressed as a gut feeling.  The main obstacle that impedes us from following our intuition is convincing ourselves that it works and should be taken seriously.  What are you listening for?  How does your intuition talk to you?  It can be called impulse, urge or even that inner voice.  Start listening and you will save yourself a lot of time, energy and money. 

Listen to find out how to master intuition and the other secrets of Charisma.

FREE Copy of Maximum Influence

Direct download: Podcast_266_-_Unknown_Secrets_of_Charisma_-_Intuition_and_........mp3
Category:sales -- posted at: 6:30am CST

Are you magnetic? Are people drawn to you? People who know where they are going are able captivate, are passionate and are charismatic. You can tell when you meet them and when they enter a room. People are drawn to them because deep down people want to be passionate about something and when they see that passion in your eyes, you become more charismatic.  They sense that you can help them and improve their lives.  This does not guarantee everyone will like you, but they will respect you for your conviction and your passion. 

Passion is very contagious.  When you transfer this passion, the people around you start to radiate that passion.  They perform better, if it is at work, it is no longer work.  They become more proactive, more willing to work as a team and become more optimistic.  When you have tapped into this passion you become more determined and it increases your persistence.  It starts to become a burning desire and consumes you and it radiates to others. 

 The Bottomless Bowl Study

A word of caution, just because you are passionate does not mean you can forego learning the skills you need to be successful.  It is a critical piece of the charisma pie, but you still need more pieces of the pie to radiate powerful long-term charisma. 

How do you transfer your energy and enthusiasm?

Listen and find out….

Email kurt@maximizeyourinfluence.com to get a free coaching session!

Direct download: Podcast_265_-_How_Magnetism_and_Attraction_Increase_Persuasion.mp3
Category:sales -- posted at: 6:30am CST

Do you have that chemistry?  Do you feel charismatic?  Do you radiate optimism?  It is no secret that the majority of the wealthy and successful business executives attribute their success to their optimism and attitude more than any other factor.  How can you inspire, how can you transfer charisma if you don’t have the right attitude or optimistic outlook.  Your attitude about the rain on your Hawaiian vacation can ruin your vacation or make it more fun and more memorable. 

Groups are often smarter without opinion leaders

 An optimist tells you that your problems are only temporary and pessimism tells you they are permanent and there is no way out.  As an optimist, you will attract people to your cause and you will radiate charisma.  Studies have shown that optimists do better in school, perform better in their careers and live longer than pessimists.  Pessimists tend to battle depression and give up more easily.

Optimism is more than PMA (positive mental attitude).  It is not constantly saying positive things to others and hoping they will come true.  Rather, true optimism is a frame of mind that governs how you look at the world.  Optimism means having expectations that things will eventually turn out OK.   Being optimistic means that you really believe that you will eventually accomplish everything you set out to do.  You will be able to help others achieve their goals.  Optimism is when you can transfer your hope and courage to others and will be more inclined to be led by you.  How do you gain that chemistry of charisma?

Listen and find out….

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

Direct download: Podcast_264_-_That_Secret_Chemistry_of_Charisma_.mp3
Category:sales -- posted at: 2:41pm CST

Can your prospect sense your fear?  Are you sure?  Confidence is a trait that increases charisma, influence and attracts people to you.  People love to follow and be influenced by others, when there is confidence in you and in your abilities.  Most people you meet suffer in the self-confidence arena, but your high confidence tends to make up for it.  Confidence breeds trust.  Demonstrating confidence in your field, in your industry and in your life, increases confidence in you. 

The people we admire and look up to the most are usually the type of people who know what they want and have the confidence to get it.  You must learn to communicate with great confidence and authority.  The perception of confidence is critical to maintain charisma.  The higher your confidence, the more charisma you radiate.   People read your confidence via your tone of voice, body language and other subconscious triggers. 

Those Wine Snobs….

True confidence is a state of mind.  At times in your life and in your career, your personal confidence gets smashed and it needs to be rebuilt.  Charismatic people can maintain confidence in all situations even if there have been defeats, setbacks or unpredicted outcomes.  We all have a tendency to feel insufficient or inferior at times.  When you lose faith in yourself or have had failures in your life, you lose confidence through fear.  Lack of confidence can be summed up in one word: fear.

 Fear can be defined as a magnified doubt.  All worries, questions, concerns, insecurities—can ultimately be traced back to fear in one form or another.   How do you exude charismatic confidence?

Email kurt@maximizeyourinfluence.com to get a free coaching session!

Direct download: Podcast_263_-_Winning_Over_Your_Prospect_and_Audience_.mp3
Category:sales -- posted at: 1:35pm CST

Power increases your charisma and ability to influence.  When we have certain forms of power, that power increases our perceived charisma and increases our ability to influence.  When we have legitimate forms of power, people will be more willing and want to take action.  Nearly every organization has some type of authority structure.  There are rules (written and unwritten) that dictate how people react to power and authority. 

 There are many forms of power and when used in the wrong way that power will back fire on you in the long term.  Managers always think they have great power, but it is much less than they usually realize.  The ability to reward and punish is not the power that will help in your ability to radiate charisma.  Your internal power will always outlast external power.

 Charismatics instinctively know and understand how to use different forms of positive power.  Power builds when you can help them get something they need or want.  Power is different from force.  It comes back to your intent.  Power creates trust, it strengthens, and it empowers.  Force must always be maintained, enforced, and warranted.  Force sucks the energy and life out of people.  True power encourages, revitalizes, and creates unity and synergy.  Power causes us to listen and obey.  Force causes us to be skeptical and run.

 How The Dining Room Mirror Might Make You Eat More

 Charismatics don’t have power trips or feel the need force themselves on others or make other do things just for fun.  They understand how to use the proper forms of power and its ethical use.  Positive power opens up their audience and enhances their charisma.  Knowledge, expertise and authority are all forms of positive power.  Can you get the POWER?

Listen and find out

Have you ever met someone that did not seem that sharp, but was making 10 times more money than you?

Direct download: Podcast_262_-_The_Allure_and_Appeal_of_Power__Keys_to_Presence_3.mp3
Category:sales -- posted at: 6:30am CST

One element that increases your presence, charm and likability…..Is humor.  Great persuaders naturally develop rapport while using humor.  It is very unlikely that your audience will feel angry, depressed, anxious, guilty, or resentful while enjoying your humor.

Your humor can have a domino effect of goodwill and of instilling positive emotions in your audience. If you can help your audience members to feel happier, you will in turn open the locked doors of persuasion and influence. Humor also increases energy and productivity, which will feed your audience’s positive emotions even more.

Is Caffeine Persuasive?

Humor for persuaders not only connects you to your audience but also increases people’s attention to you and your message.  Humor also puts your audience in a good frame of mind. When your audience is in a good disposition, they are less likely to disagree with you.  When you develop rapport with your audience, they will like you more.  Humor also increases trust.  

 How do you use this tool of charisma?

Charisma Series: Get others to believe in you, trust you, and be influenced by you

Direct download: Podcast_261_-_The_Charm_Factor_in_Charisma_-_Presence_2.mp3
Category:sales -- posted at: 6:30am CST

Do you have Presence?  Are you able captivate your audience or prospect?  You can tell when you meet a charismatic personal and when they enter a room.  People are drawn to them because deep down people want to be passionate about something and when they see that passion in your eyes, you become more charismatic.  They sense that you can help them and improve their lives.  This does not guarantee everyone will like you, but they will respect you for your conviction and your passion. 

Passion is very contagious.  When you transfer this passion, the people around you start to radiate that passion.  They perform better, if it is at work, it is no longer work.  They become more proactive, more willing to work as a team and become more optimistic.  When you have tapped into this passion you become more determined and it increases your persistence.  It starts to become a burning desire and consumes you and it radiates to others. 

How Mental Rehearsal Preps Us For Action

 A word of caution, just because you are passionate does not mean you can forego learning the skills you need to be successful.  It is a critical piece of the charisma pie, but you still need more pieces of the pie to radiate powerful long-term charisma.  Can you learn this skill?

Listen and find out….

4 components to win an audience every time


Touch can help you influence and connect with people.  Touch can be a very effective psychological technique.  Subconsciously, most of us like to be touched; it makes us feel appreciated and builds rapport.  It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way.

In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. Touch increases influence.  When you are able to touch your prospect they usually becomes more agreeable, enhances mood and increases the chances they will agree and do what you are asking.

Touch can create a positive perception.  Touch carries with it favorable interpretations of immediacy, similarity, relaxation, and informality.  In one research study, librarians did one of two things to university students: either they did not touch the person at all during the exchange or they made light, physical contact by placing a hand over the student's palm. Invariably, those students who were touched during the transaction rated the library service more favorably than those who were not touched at all.  

SMART Study

Touch Story 

Waiters/waitresses who touched customers on the arm when asking if everything was okay received larger tips and were evaluated more favorably than those waiters who didn't touch their customers. Touch also induces customers to spend more time shopping in stores. In one study, physical contact on the part of salespeople induced customers to buy more and to evaluate the store more favorably.

 Even a handshake is touch.  Handshakes tell a story about you and if they will remember you.  It dictates your first impression that will last forever.  A good handshake will make someone feel appreciated and connected to you.  A bad handshake could set you back an hour in rapport building.  Are you touching too much?  Not enough?  Do you have a good/lame handshake?

Listen and find out!

Learn how to get others to believe in you, trust you, and be influenced by you

Direct download: Podcast_259_-_How_Touch_Increases_and_Hurts_Influence.mp3
Category:sales -- posted at: 6:30am CST

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side we have all met someone that rubbed us the wrong way or repelled us.  We instantly did not want to be around them. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. This disconnect closes the door to persuasion.

NINE WAYS TO MAKE PEOPLE LIKE YOU WITHOUT SAYING A WORD

The Law of Connectivity states that the more someone feels connected to, similar to, liked by, or attracted to you, the more persuasive you become. When you create an instant bond or connection, people feel more comfortable and open around you. They will feel like they have known you for a long time and that they can easily relate to you.

When we feel connected with someone, we feel comfortable and understood; they can relate to us and a sense of trust ensues.  This connectivity is critical on the phone, during a presentation or using social media.

Listen and find out….   

       

Direct download: Podcast_258_-_Ways_To_Get_People_To_Like_You_-_Without_Talking_.mp3
Category:sales -- posted at: 6:30am CST

We’ve all been told, “Never judge a book by its cover.” Yeah, right. Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing them into boxes. There are many boxes—sharp, strange, weird, intelligent, dense, geeky, powerful, annoying, and more.

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?

That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance—you have to make it happen the first time.

Many persuaders can’t tell if they’re connecting. They think that they’re doing everything right, that they’re doing all the stereotypical rapport-building things: being friendly, enthusiastic, or fun. But the reality is that in most cases, they are not building rapport and are failing to connect with their audience. Studies show that not only do 75 percent of people not like all the “gushy, chit-chatty stuff,” but 99 percent of them won’t even bother to stop you when they’re annoyed.

Changes In Human IQ Are Frightening

The proverbial bad salesman comes to mind here. He acts too chummy and tells stupid jokes, all the while thinking everyone loves him. You’ve probably met him. What did you do when you met this person? If you’re like most people, you politely endured the encounter, made up some excuse to get him off your back, and then swore to yourself that’d you’d never get stuck talking to him again.

Reality check: This annoying person could be you.

Do you know your Persuasion IQ?

Direct download: Podcast_257_-_The_Primacy_and_Recency_Effect__The_Cement_Dries_Fast.mp3
Category:sales -- posted at: 11:58am CST

Why is it so easy to lose at a casino?  Why do they know about human nature that you don’t?  It is all about the subconscious triggers.

 In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's behavior is associated with a subconscious feeling. In other words, most behavior is done for reasons a person hasn't even fully formulated.

Whether we realize it or not, we love shortcuts to thinking. When we buy an item, we don't always take the time to research the product or read the latest consumer guide's ratings on the product. Instead, we could rely on the salesperson's advice. We might just buy the most popular brand, the cheapest, or rely on a friend’s opinion.

Although we would never admit it, we sometimes even buy an item just because of its color, smell or packaging. Certainly, we know this is not the best way to make decisions, but we all do it anyway, even when we know we might make a mistake or feel regretful afterward. If we considered every single decision, we would constantly be overwhelmed our brain would be shut down and we'd never get anything done.

This tendency means that inclinations like "It just feels right," "I like this product," or "I don't trust this person" are all based on subconscious triggers. This thought and emotional reaction occur in the unconscious mind, without our awareness.  

The reason this happens is the Amygdala.  Joseph Ledoux of New York University says the amygdala allows emotions to dominate and control our thinking.  The amygdala has control over the cortex in the brain.   What does that mean?  The cortex is responsible for memory, perceptual awareness, thought, and consciousness.  The amygdala stores our memories that we associate with emotional events.  This means subconscious triggers are always occurring and triggering feelings and emotions usually without our awareness. 

How-To Questions Each State Googles More Frequently Than Any Other State

What triggers are getting you?  How do Las Vegas casinos utilize these against you?

Listen and find out.

FREE BOOK OFFER


Want to negotiation tips from a FBI hostage negotiator?  What negotiation tools are working?  Which tools lost the value? Listen to this interview with Chris Voss.

Meet Chris:

Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international conferences sponsored by the G-8 as an expert in kidnapping. Prior to becoming the FBI lead international kidnapping negotiator, Christopher served as the lead Crisis Negotiator for the New York City Division of the FBI. Christopher was a member of the New York City Joint Terrorist Task Force for 14 years.   

During Chris’s 24 year tenure in the Bureau, he was trained in the art of negotiation by not only the FBI but Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General’s Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

 For more info about Chris and his work visit: https://blackswanltd.com/

Chris has taught business negotiation in the MBA program as an adjunct professor at University of Southern California’s Marshall School of Business and at Georgetown University’s McDonough School of Business.  He has taught business negotiation at Harvard University, guest lectured at The Kellogg School of Management at Northwestern University, The IMD Business School in Lausanne, Switzerland and The Goethe School of Business in Frankfurt, Germany.  

Get your FREE copy of Maximum Influence

Direct download: Podcast_255_-_FBI_Hostage_Negotiation_Skills_-_Chris_Voss_Interview.mp3
Category:sales -- posted at: 12:14pm CST

How do you get a raise?  How do you strategically negotiate a raise to earn what you are worth?  Or is it better to persuade?  What is 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.  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, give and take, give and take. We meet somewhere in the middle.  It’s being able to overcome objections on both sides of an issue and ultimately reaching some kind of common ground.  Remember, always persuade first, negotiate second.  

What is the number one predictor for personal success?

While persuasion is the ultimate ideal, anytime 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.  Salary negotiations are different because you are negotiating with a known party (your boss), This requires a different set of tool. 

Listen to the podcast and get those tools!

FREE copy of Best-Selling Maximum Influence 

Direct download: Podcast_254_-_How_to_Negotiate_a_Raise.mp3
Category:sales -- posted at: 6:30am CST

Of all the tools in your persuasion toolbox, 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 what your prospect needs. Questioning is a very diverse and useful tool. An important study observed hundreds of negotiators in action in an attempt to discover what it takes to be a top negotiator. Their key finding was that skilled negotiators ask more than twice as many questions as average negotiators.

Much like movements, questions elicit an automatic response from our brains. We are taught to answer a question when it is posed to us. We automatically think of a response when asked a question. Even if we don't verbalize the answer, we think about it in our head. Most people want to be cooperative. We don't want to be considered rude because we don't answer the questions. In this way, a question stimulates our thinking response.  

The Cheerleader Effect

How do you form a good question? First, design your questions ahead of time. The structure of your questions dictates how your listener will answer them. When asked to estimate a person's height, people will answer differently depending on whether the question asked is "How tall is he?" versus "How short is he?"

In one study, when asking how tall versus how short a basketball player was, researchers received dramatically different results. The "how tall" question received the guess of 79 inches whereas the "how short" question received the guess of 69 inches.  Words have a definite effect on how people respond. "How fast was the car going?" suggests a high speed, but "At what speed was the car traveling?" suggests a moderate speed. "How far was the intersection?" suggests the intersection was far away. 

How to turn a no into a yes and a yes into a sale


Mind Control and Expectations

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!

Exercise Changes Your Personality

Numerous studies have shown how the Law of Expectations dramatically influences people's performance. For example, in one study, girls who were told they would perform poorly on a math test did perform poorly. In another, assembly line workers who were told their job was complex performed less efficiently at the same task than those who were told it was simple. Another case study demonstrated that adults who were given complex mazes solved them faster when told they were based on a grade-school level of difficulty.

Then there is mind control.  What are the negative approaches to mind control and what are the techniques used in everyday persuasion?  What are the mind control tools that are appropriate to use?  Which one's are being used on you?

 – Listen and find out

Whats Your Persuasion IQ?

Direct download: Podcast_251_-__Mind_Control_Explained.mp3
Category:sales -- posted at: 6:30am CST

The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? What is their mental process before, during, and after the persuasion cycle? This mental aspect is one of the most important (and usually neglected) traits of success.

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?

Writing down your goals coupled with a strong desire to reach them won't automatically bring success if you overlook this one vital detail:

Successes are not achieved if they aren't first conceived mentally. We are told all the time to be positive, to change that attitude, to have a good outlook. In fact, we are so bombarded with these messages that they are easy to tune out. We gloss over "think positive" messages, saying, "Yeah, yeah, yeah, I've heard that before. Now get to the meat."

Achieve Your Goals: Research Reveals a Simple Trick That Doubles Your Chances for Success

In this chapter, we're going to talk about much more than just positive attitudes—I call it "mental programming." 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. Think of your loftiest goals, your greatest aspirations. 

Do you really believe you can achieve them, deep down? Do you? If you can't visualize your success, you are unlikely to ever experience it in real life. We are always thinking and processing information, and our thoughts either propel us closer to our goals or drive us away from our dreams. We have a choice. It is critical that our "mental programming" is always geared to our advantage. How do you program your mind for success – Listen and find out

Claim Your FREE Book

Direct download: Podcast_250_-_Do_Goals_Destroy_or_Inspire_Success.mp3
Category:sales -- posted at: 6:30am CST

There are only two things that motivate us in life: inspiration and desperation. We either move toward that which inspires us, or we move away from that which fills us with despair or discomfort. Most people only use desperation’s motivational energy. Any persuader can motivate an audience with desperation, fear, and worry.

The problem is that motivation spurred by desperation does not last. People who are moved by desperation or fear are typically so preoccupied with what they’re trying to get away from that they can’t think of anything else.

If you want personal motivation to last, you need to rely on inspiration, which is rooted in our emotions and vision. The positive results that come from using inspiration as a motivator are obvious. And, inspired people don’t need a carrot dangling in front of them to get something accomplished. They are self-motivated and don’t wait for external factors to drive them one way or the other.

SCIENTISTS SAY THEY CAN MEASURE YOUR CHARISMA WITH ONLY SIX QUESTIONS

Motivation is not stagnant; we all will require different types of motivation. Every day, every hour we will require a different form of motivation. Great persuaders know when, how, and what type of motivation to use not only as a persuader but also in their personal lives. It is also critical to know what which combination of motivation to use in each persuasive situation.

Direct download: Podcast_249_-_The_Science_of_Human_Motivation.mp3
Category:sales -- posted at: 11:58am CST

Life Alignment

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 the rest of your life. Our aim is to get all aspects working together to create a high-performing fund. Realize, however, that you can invest too much in one aspect of your life. When you do, you can get unbalanced just like a tire on a car. Even too much of a good thing can lead to disaster.

As you invest in yourself, you must make sure you are diversifying in the following six areas:

Financial:

If you can’t take care of your financial needs, then you can’t take care of your basic needs. If you neglect your finances, imbalance will ensue. We all know that an inability to pay the bills affects every aspect of our lives. Financial freedom enables us to find true balance in our lives.

Physical:

If you don’t feel well, you can’t even begin to think about the other aspects of your life. You need to have a health plan in place. Do you understand nutrition and exercise? If you don’t, your lack of health or energy will drop the value on your own personal mutual fund.

Emotional:

By our very nature, we are emotional creatures. Our emotions are like a thermostat or gauges in a car; they tell us when and where to make changes in our lives. You cannot allow emotions like anger, resentment, frustration, hate, and envy to control your life. You are in control. If you are not able to control your emotions, you will be unable to control your actions. Emotional mastery is essential to a balanced personal mutual fund.

Defeating Pathological Liars: 5 Things You Must Do

Intellectual:

Personal development is what keeps you excited, motivated, and enthusiastic. We are at our best when we are continually learning and growing. Personal edification is something we need to achieve every day. That’s because a lack of personal development causes us to become negative, cynical, and pessimistic.

Spiritual:

You have to be in tune with yourself, with who you are, and with where you are going. We are spiritual beings; we all have a spiritual side. We all define spirituality differently. It could be serving others, religion, meditation, or getting back to nature. You need to take the time to listen to your inner voice and to tap into your spirituality.

 Most Americans Still Believe in God

Social

We are also social creatures. Our greatest strength and well-being stems from our relationships. As such, relationships are an integral part of your happiness and balance. You have to have a sense of meaning and purpose to lead a fulfilled life. No man is an island in and of himself.

FREE Copy of Maximum Influence

Direct download: Podcast_248_-If_Your_Peronsal_Slump_Continues_-_Plan_B-2.mp3
Category:sales -- posted at: 6:30am CST

Getting Over That Slump (personal or team)

Anytime you’re in a leadership position, you are faced with the question of how best to motivate yourself and those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need. The truth is, there is no one perfect answer. What works at one time will not always work the next time. There are team dynamics that you must always be in tune with.

 This Type of Exercise May Help Relieve Depression

For example, suppose you offer a trip to Hawaii for the quarter’s highest closer. If newer or less experienced reps feel like they can’t stack up against the competition, then not only will they feel discouraged, but they may actually feel like there’s not much use in trying. They will then become even less productive. Some reps will respond to cash rewards, while others are incited even more by praise and recognition. As Maslow said, “If the only tool in your toolbox is a hammer, then you will treat everyone like a nail.”

The truth is, everyone is not a nail. To be an effective motivator, you need to become an acutely attuned student of human nature and understand what makes people tick. Not until you do this on an individual level can you integrate your observations into a team-incentive approach that will work for the whole. If you can’t motivate yourself – it is very difficult to motivate others.  The good news is the formula is the same for motivating a team or motivating yourself.  Listen to the podcast for specific tools to get out of any slump.

Power Tools that Millionaires Use

Direct download: Podcast_247_-_How_To_Get_Out_of_That_Slump_and_Increase_Motivation.mp3
Category:sales -- posted at: 6:30am CST

We usually explore the obstacles and mistakes in the world of average persuaders. Now I want to look at the flip side. We'll look inside your audience's mind and reveal all the things that Advanced Influence research tells us "persuadees" love about their persuaders. You will notice that some of these qualities are emotion-based. You made your audience feel good about themselves or comfortable about you. There's nothing here about price, quality, or warranties. These traits keep the brick wall of resistance from forming.  After countless intercepts and interviews with your prospects – here are the results.

Direct download: Podcast_246_-__The_Perfect_Persuader_-_Prospects_Reveal_Preferences.mp3
Category:sales -- posted at: 6:30am CST

The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader (especially me). I have met many very skilled persuaders, but none that have completely mastered all that they were capable of achieving.

 This is understandable. It's demanding enough just to keep up with the bills, maintain existing customers, lead the organization, prospect for new customers, outmaneuver the competition, and increase product knowledge. Faced with so many tasks, it's difficult to find the time to spend on developing yet another skill.

 Ironically, one area of sales that is easily overlooked is the very one that would make everything else fall into place. You've probably heard the old adage, "Dull knives work the hardest." Working hard is not the same as working smart. Are your knives sharp? Are you working smart? If you sharpened up in this one area, you'd likely be working more efficiently overall.

21 Mind-Blowing Sales Stats

 Check yourself. Are you just going through the motions? Are you still using the same old tools over and over again without seeing the desired results? Or worse, are you making the same old mistakes over and over again? Are you making less than you could because of common "old-school" persuasion mistakes?

4 secret motivators to inspire others to get what you want

Direct download: Podcast_245_-__Sales_Mistakes_Costing_You_Money_and_Time.mp3
Category:sales -- posted at: 6:30am CST

Persuasion Vomit (Data Dump)

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.


When you want to draw attention to the benefits of a product or service, the best thing to do is uncover the features or benefits your audience is looking for first. Why spend precious time and energy highlighting things they don't care about? Let them tell you what they're looking for, and then center your discussion around those few key points. It is critical to remember that most people already know what they want. In fact, your audience's mindset often is looking for reasons not to buy. It is a natural defense mechanism. They're thinking, "How do I make sure I'm not getting myself into something I'll regret? What could go wrong?"

How managers can spark motivation


There is another way spouting and spewing too much information can backfire: You might actually feature something they're not interested in or something they even see as a drawback. Why give them reasons not to buy? Again, let them tell you what they're looking for. After you've discussed what they care about, after they've made the decision to buy, then and only then should you fill in any remaining blanks with other benefits or features. Don't oversell by cluttering or distracting the few most important key points.
Ask yourself the following questions to determine whether or not you ever vomit or data dump:

· Do you interrupt your audience in your eagerness to highlight another point before they have finished?
· Are you worried about making the sale or satisfying a new customer?
· Do you ever lose their eye contact or get a glazed look?
· Does your audience seem overwhelmed or confused?
· Are you concentrating on what you need to say next instead of listening?
· Do their nonverbal signals tell you they are getting ready to run?
· Are you talking about yourself instead of discovering their needs?

Have you claimed your FREE book yet?

Direct download: Podcast_244_-_How_to_Overcome_Your_Persuasion_Vomit_Data_Dump.mp3
Category:sales -- posted at: 6:30am CST

 Psychological Power: The Mind Game

Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. Two (the other 10 are on the podcast) of  the most common Psychological Power techniques are outlined below.

# 1: Time Pressure      

People are slow at making decisions because they’re afraid of making mistakes. Negotiators hate to leave deals open-ended too long because the more time passes, the more time their prospects have to think of all the reasons why they should walk away. The reverse is also true: The more quickly you get a commitment out of your prospects, the more likely it is they’ll follow through. Basically, people who utilize this psychological tactic are leveraging the moments when emotion is high and judgment is suspended. It’s the “get ’em energized, seal the deal while they’re still soaring” mentality. It is from this mentality that we get promotions like “This offer only good for next hour” and “This offer won’t last long.”

 I remember once negotiating a contract for the marketing department of a big corporation. I had a million other responsibilities weighing on me, so I felt rushed to hammer out the details of the contract that morning. The person I was negotiating with, on the other hand, was in no hurry whatsoever and had nowhere else to go. We bantered back and forth for six hours and still had not reached a resolution on a contract we were both happy with. My urgency to leave the meeting affected the terms I was finally able to get.

#2: Unpredictability

Sometimes, negotiators try to use unpredictability to throw the other person off. Humans are creatures of habit; we love the familiar and predictable. We love routine. Hence, when something unpredictable happens, we feel out of control. Think of a person you know who has an unpredictable personality. You never quite know if s/he is going to be happy or angry, thankful or resentful, elated or depressed.

 How do you feel when you’re around this person? People sometimes do this on purpose to intimidate your or to feel a sense of control over you. Some negotiators will work through lunch, yell, lose control or be seen tearing down a colleague. These examples will often throw rookie prospects off guard. Be aware of these psychological negotiating tactics that could make you feel intimated or out of control.

 Why Can Some Politicians Lie and Get Away With It?

link to FREE BOOK

Direct download: Podcast_243_-_Dark_and_Dirty_Influence_Techniques.mp3
Category:sales -- posted at: 6:30am CST

Anger is a secondary emotion. A prospect's anger is usually an indicator that something else is askew and that he needs or wants attention.  When we are angry – we want attention or action now. You can assist in diminishing his anger by determining the key issue he is upset about. It is also often effective to ask for his help, opinions, or advice.

 This will usually diffuse his anger or even change his attitude and demeanor completely. In some circumstances, you may want to use anger to make a certain point or to evoke a certain reaction. However when someone is angry they are more likely to blame someone else. In their mind it is not their fault. When they are sad they will usually blame the situation.

Writing Secrets That Sell

 When people become angry they tend to rely on intuition or an educated guess.  Anger triggers non analytical information processing.   Anger causes us to use mental shortcuts to decide if the argument is right.   

An experiment was done that induced anger. The participants that were angry tended to discriminate between weak and strong persuasive arguments more than those in a neutral mood.  In other words, those that were angry tended to be more influenced by heuristic cues (intuition) than those in a sad or neutral mood.

Direct download: Podcast_242_-_Dealing_With_Angry_People.mp3
Category:sales -- posted at: 6:30am CST

The Brick Wall of Resistance

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." What you're really thinking is "I don't like this guy," or "I don't trust her," or "Something didn't feel quite right." In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why. This is a large brick in the Brick Wall of Resistance.

 This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you—so they don't hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don't even realize we're doing it. We are offending people and don't even know it. You may think you're just being friendly or enthusiastic, but be careful. While friendliness and enthusiasm are great attributes, if there is even so much as a hint of force, deception, hype, or selling underlying any of it, you've pretty much sunk the deal.

 Audiences are tough. Ever-smarter consumers have built a lot of resistance to the old style of persuading; many people have a brick wall of resistance up before you've even started your presentation. They assume you're going to be the sleazy, manipulative sales guy before you've even had a chance to speak. They are all ready to resist you before you start.

What do you do to overcome this tendency? Your persuasion attempts must be nonthreatening and very natural. Forget loud and flashy. That strategy only encourages resistance. And most definitely forget about high pressure.

Not only does that solidify the wall of resistance in that particular moment, but the wall will increase in size. When people feel they have been pressured, bullied, or coerced into buying or doing something they don't need or want, they are resentful. They will never do business with you again. They will detest you for "tricking," "manipulating," "selling," or "forcing" them. They will bad-mouth you to all of their friends and family—even to people they don't know! You can end up losing not only this one person but, as the grapevine goes, potentially hundreds of others as well.

             

Great persuaders have cultivated a sixth sense when it comes to the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict, based upon knowledge, instinct, experience, and nonverbal cues, what you can do and how your audience will respond. With this sensitivity, which you can learn, there won't be any smacking head first into the brick wall of resistance.

Direct download: Podcast_241_-_How_You_Are_Selling_For_Your_Competition.mp3
Category:sales -- posted at: 6:30am CST

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.

Article: ‘Phubbing’: The Modern Way To Ruin Relationships

When you want to draw attention to the benefits of a product or service, the best thing to do is uncover the features or benefits your audience is looking for first. Why spend precious time and energy highlighting things they don't care about? Let them tell you what they're looking for, and then center your discussion around those few key points. It is critical to remember that most people already know what they want. In fact, your audience's mindset often is looking for reasons not to buy. It is a natural defense mechanism. They're thinking, "How do I make sure I'm not getting myself into something I'll regret? What could go wrong?"

There is another way spouting and spewing too much information can backfire: You might actually feature something they're not interested in or something they even see as a drawback. Why give them reasons not to buy? Again, let them tell you what they're looking for. After you've discussed what they care about, afterthey've made the decision to buy, then and only then should you fill in any remaining blanks with other benefits or features. Don't oversell by cluttering or distracting the few most important key points.

 

 

Direct download: Podcast_240_-_Persuasion_Darts_and_Buying_Desire.mp3
Category:sales -- posted at: 6:30am CST

   Great persuaders are congrooent, but what is congrooence? When things match, we don’t notice, but if something seems off, it grabs our attention either consciously or subconsciously. Just like the misspellings in the first sentence of this paragraph. You noticed it and your mind told you something was wrong with that word. Congruence is when your words match your actions. Agreement and harmony between what you say and what you do are paramount to instilling trust in those you work with. The more consistent and congruent you are in every aspect of your life, the more honest and genuine you’re perceived to be. If you believe in your message, you’ll practice what you preach. If you practice what you preach, you’ll be more authentic, and the door of trust will then swing wide open for you. When you possess congruency, there’s no need to manipulate or camouflage your behavior.

Article: Is Oxytocin the Trust Molecule

  Are you congruent with your history, your last interaction, and your reputation? Does your nonverbal behavior match your actions? Are your emotions congruent with your message? What are your audience’s expectations of you and your message? When your past history and your message don’t match, flags of incongruity will wave in your audience’s face. Suspicion will be roused and your audience will start to look for things that are wrong with you or your message. This inconsistency will decrease your ability to gain influence and trust. That’s because humans are natural lie detectors. When we attempt to fake congruence, we must also spend our time and energy trying to fake our message.

 

Direct download: Podcast_239_-_Trust_Authenticity_and_Congruence.mp3
Category:sales -- posted at: 6:30am CST

 You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. Take advantage of less direct or less self-proclaiming ways to show your audience how competent you are.

For example, you can hang your degrees on the wall, have someone else give a brief bio, or have someone else offer his recommendation of you. You can borrow credibility from others using a testimonial or statement from them. Credibility can also be defined as “having expertise, trustworthiness, goodwill, dynamism, extroversion, sociability, composure, or expertise.”(7)

 Trust builds with dependability. Do you have a track record? Are you a person of your word? When you make an appointment, are you there on time? When you commit to doing something for someone, does it get done as promised? Do you think they will forget—well they don’t? They usually just won’t bring it up.

When you make a promise, do you make sure it is kept, or are you full of excuses and alibis. Be reliable and follow through with all your promises. Credibility is “the single biggest variable under the speaker’s control during the presentation.”(8)

 Another way to boost your credibility is to present yourself in a calm, organized, and authoritative manner. Being overly emotional or flustered throws your credibility out the window. Consider the most highly successful attorneys or CEOs.

Article:  Public Trust on the Decline

No matter how rushed or pressured they are, you don’t ever see them running into the room, slamming their stuff down on the table, and throwing themselves into their chairs. No! They are absolutely composed at all times. That’s because they must always convey an air of authority and control. Jury studies show that lawyers who appear well organized are thought of as being more thorough and better prepared than their disorganized counterparts, which of course increases their credibility.

Direct download: Podcast_238_-_The_1_Way_to_Create_Instant_Trust_.mp3
Category:sales -- posted at: 6:30am CST

Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the difference? It’s all about the intention. Confidence is motivated by a sincere desire to serve—you can help make a difference, and you know you can do a great job. You know that you have the tools, resources, ability, and inclination to do the job that’s required of you. In contrast, cockiness is driven by a need to serve yourself, instead of serving others.

Article: How Easy/Hard Is It For Us To Trust?

Deep down, cockiness actually reveals insecurity—the very opposite of confidence. The distinguishing feature seems to be intent. Cocky individuals seek approval, recognition, and honor from all the wrong sources, in all the wrong ways, and for all the wrong reasons. They are really looking for pats on their own back. Cockiness is self-centered, whereas confidence is people-centered. Cockiness is about the persuader and confidence is about the customer.

Cocky or arrogant behavior usually elicits these types of complaints:

  • He acted like he owned the place.
  • She treated me like a child.
  • She did not listen to what I wanted.
  • He didn’t ask permission to . . .
  • He blamed others.
  • She did not own up to her mistake.
  • He never answered my question.
  • She always has to be right.
  • He is arrogant and condescending.

 

Direct download: Podcast_237_-_How_Your_Confidence_Becomes_Arrogance_and_Destroys_Trust_.mp3
Category:sales -- posted at: 6:30am CST

Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. 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. These assumptions are usually based on external things, such as their title, their position, their height, how they dress, their demeanor, which kind of car they’re driving, the décor of their home or office, how they talk, their tone of voice, how they carry themselves or even things like what kinds of electronic devices they use.

These initial impressions are important, because they can influence whether or not someone will pursue working with you. But then you have to be sure you possess true competence—not just perceived competence. 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.

Article: Six stats on the importance of trust in influencer marketing

 One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to buy computer products and discovering that I knew more about the product than the sales reps did (and I didn’t know much). In an attempt to cover up their lack of knowledge, these ill-informed salespeople tried to bluff their way through my questions. If they had kept themselves educated about the product, the field, and the industry, then they would not have lost my trust in them as competent professionals—and they would not have lost a customer. Learn to become the best in your field.

Direct download: Podcast_236_-_The_Perception_of_Competence_and_Trust.mp3
Category:sales -- posted at: 6:30am CST

Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What do you do when no one is watching, when there is no one to impress? How do you treat people when you don’t need something from them? Character is also made up of such qualities as integrity, honesty, sincerity, and predictability.

I consider solid character to be at the very foundation of one’s ability to succeed. No success is going to be profound or lasting in its effects if it stems from questionable ethics, motives, or behaviors. In his best-selling book The Seven Habits of Highly Effective People, Stephen Covey offers a powerful explanation for how character is crucial to one’s ultimate success:

If I try to use human influence strategies and tactics of how to get other people to do what I want, to work better, to be more motivated, to like me and each other—while my character is fundamentally flawed, marked by duplicity or insincerity—then, in the long run, I cannot be successful. My duplicity will breed distrust, and everything I do—even using so-called good human relations techniques—will be perceived as manipulative. It simply makes no difference how good the rhetoric is or even how good the intentions are; if there is little or no trust, there is no foundation for permanent success.

The right smile could boost trust—and giving

Even if you’re an honest person of admirable character, it is human nature for people to cast sweeping judgments and formulate opinions without all the facts. So, if you want genuine trust and lasting persuasion, you must avoid even the slightest appearance of anything that might be considered dishonest. If you never place yourself in a situation where one might be misled about you or your integrity, then your good, hard-earned reputation will never be compromised.

 

Direct download: Podcast_235_-_How_Self-Discipline_Affects_Trust_.mp3
Category:sales -- posted at: 6:30am CST

Whenever someone tries to influence us, in our minds we ask ourselves, “Can I trust this person? Do I believe him? Is she really 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. Many times trust comes when your audience feels you are predictable. For some people, trust is a leap of faith; they simply want and need to believe in the persuader’s intentions. Research shows that, deep down, people want to trust others.

 If you can’t assume that your audience automatically trusts you, then your next focus should be on how to acquire this sense of trust as early on in the persuasion process as possible. To do this, it’s helpful to understand how trust works. Most people can’t explain why they trust certain people more or less than others. 

Usually there is not a lot of rational thought behind it; more often, it is an instinct or feeling about the particular person. Your audience will feel you out, trying to discern whether or not they can trust you and how much. Remember it is a sliding scale. This means that you want to be perceived as trustworthy right away, before your audience members even know you (because, fair or not, they’re already making judgment calls about you at this point). 

Then, you can demonstrate that this trustworthiness is genuine through your correspondence and interactions. Gaining and keeping trust for both the short term and the long term is vital to your success as a persuader.

Article: Why we trust some strangers more than others

Direct download: Podcast_234_-_Why_Trust_Levels_are_Fallling.mp3
Category:sales -- posted at: 6:30am CST

The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others, social proof is one of the most effective techniques that a salesclerk can use."

Many salespeople find great success in telling clients that a particular product is their "best-selling" or "most popular" on hand because social validation increases their credibility of the product. When customers feel that something is more popular, they spend more money to acquire it, even if there is no proof other than the salesperson's word.

So it is with advertising: Asserting that a product is in super-high demand or that it is the most popular or fastest selling, etc., seems to provide proof enough. When consumers perceive a product is popular, that's often all they need to go out and purchase it.

Link to Article:

Making Social Validation Work or Application

The power of social validation can be used to your benefit in any persuasive situation. When your product or service is socially validated, people are most likely to use it or switch to it. People are always looking around and comparing themselves to see if they line up with everyone else. If they feel a discrepancy between where they are and where everyone else is, they will most likely conform to the group standard.

How Can You Increase Social Validation?  Is Your Product/Service… 

  • Best-selling
  • Number one
  • Top 10
  • Fasting growing
  • Most Popular
  • Newest trend
  • Standard issue
Direct download: Podcast_233_-_Do_Guarantees_Work.mp3
Category:sales -- posted at: 6:30am CST

  Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. 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.

These assumptions are usually based on external things, such as their title, their position, their height, how they dress, their demeanor, which kind of car they’re driving, the décor of their home or office, how they talk, their tone of voice, how they carry themselves or even things like what kinds of electronic devices they use. These initial impressions are important, because they can influence whether or not someone will pursue working with you.

But then you have to be sure you possess true competence—not just perceived competence. 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.

Article

One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to buy computer products and discovering that I knew more about the product than the sales reps did (and I didn’t know much).

In an attempt to cover up their lack of knowledge, these ill-informed salespeople tried to bluff their way through my questions. If they had kept themselves educated about the product, the field, and the industry, then they would not have lost my trust in them as competent professionals—and they would not have lost a customer. Learn to become the best in your field. Demonstrate you know your area of expertise.

Direct download: Podcast_232_-_5_Ways_to_APPEAR_More_Intelligent.mp3
Category:sales -- posted at: 6:30am CST

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.

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Direct download: Podcast_231_-_The_Secret_Sauce_of_Influence.mp3
Category:sales -- posted at: 10:01pm CST

Even for the strongest individuals, their commitment level or willpower is not always constant. Willpower is like a battery. As you exercise your willpower throughout the day, the battery power starts to decline. What drains your battery? Fatigue, negative emotions, low blood sugar, suppression of emotions, and even peer pressure will drain your willpower battery faster than anything else.

An interesting study gives more credibility to this idea that willpower may actually be made stronger if given periods of recess. Researchers had college students arrive to participate in an experiment regarding taste perception (or so the students thought). The students were instructed to come to the study hungry by abstaining from foods for three hours prior to their arrival.

When they entered the room, they were greeted by the scent of freshly baked chocolate cookies, which were piled high on a side table, next to a bowl of freshly washed and trimmed radishes. As they entered the room, they were divided into two groups. One group was told they could only eat the chocolate chip cookies and the other only eat the radishes. They were then left alone to walk around the room as they waited for the researchers.

Obviously, the radish group of students had to exercise their willpower to refrain from eating the chocolate chip cookies and only eat the plain radishes. After five minutes, the students were told that they needed to wait for their sensory perception of the food to fade before performing a new task. This next, unrelated assignment (or so they thought) was to solve a puzzle. Unbeknownst to the students, the puzzles were unsolvable. The researchers just wanted to see how fast the subjects would give up on the puzzles.

Remember that the researchers were suggesting that willpower and self-discipline would weaken after doing sequential tasks, much like an overused muscle that has been strained to fatigue or a battery that has lost its charge. In looking at the two groups—one that ate cookies (requiring no willpower) and one that ate radishes (exercising their willpower against the tantalizing cookie smell)—the results proved interesting.

The cookie-eating group worked on the puzzles for 18.54 minutes before they gave up while the radish-eating group worked on the puzzles for only 8.21 minutes before giving up. In other words, the radish group, the one that had exercised willpower, gave up 2.25 times faster than the group that did not exercise any willpower at all. The bottom line is the more we sequentially exercise our willpower, the more we have drained our battery.

Why mental health is deteriorating

Direct download: Podcast_230_-_How_to_Accomplish_10X_more_in_Half_the_Time.mp3
Category:sales -- posted at: 6:30am CST

Understanding different types of audiences will also help you determine their acceptance level. Following are some different categories of audiences and how to deal with each of them.

The Hostile Audience

This group disagrees with you and may even actively work against you. For a hostile audience, use these techniques:

Find common beliefs and establish a common ground.

Use appropriate humor to break the ice.

Don't start the presentation with an attack on their position.

You are only trying to persuade on one point; don't talk about anything else that could trigger disagreement.

Because of your differences, they will question your credibility. Increase your credibility with studies from experts or anything that will support your claim.

They will try to find reasons to not like you; don't give them any.

Don't tell them you are going to try to persuade them.

Express that you are looking for a win-win outcome rather than a win-lose situation.

If possible, meet with the audience more than once before challenging them on areas of disagreement.

Show them you've done your homework.

Respect their feelings, values, and integrity.

Use logical reasoning as clearly and as carefully as possible.

Use the Law of Connectivity and the Law of Balance.

The Neutral or Indifferent Audience

This audience understands your position, but doesn't care about the outcome. The key to dealing with this group is creating motivation and energy—be dynamic. To persuade the indifferent audience:

Spell out the benefits to them or the things around them.

Point out the downside of not accepting your proposal. Identify why they should care.

Grab their attention by using a story. Make them care by showing them how the topic affects them.

Get them to feel connected to your issues.

Avoid complex arguments.

Use concrete examples with familiar situations or events.

Use the Law of Involvement and the Law of Social Validation.

Check out this article.


When you become a Power Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually 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.

Check out this article: 

How to predict which Olympic athletes won’t choke

Here are some tips on how to handle objections:

  1. The first thing is to find out if the objection is something you can solve. Suppose you are negotiating a large office furniture order and the objection comes up about not being able to afford your furniture. You then find out your prospect just declared bankruptcy. Obviously there is nothing you can do or say that will resolve such an objection.
  2. Let your prospect state his objection: Hear him out completely, without interruption. Wait until he is finished before you say anything. Hold your response until the other person is receptive to what you are about to say. This is the first time your prospect has voiced his objection; he will not listen until he has said what is on his mind.
  3. Always ask your prospect to restate or repeat his key points. Every time he replays his objection it becomes clearer in both your minds. Letting him speak, particularly if he is upset, drains emotion from his objection. Allowing him to voice his concerns also gives you time to think about a response and helps you determine his intent in bringing up the objection in the first place.
  4. Always compliment your prospect on her objection. As a Power Persuader, you should appreciate a good objection; it dictates the direction in which you should take your presentation. You don't have to prove you are right 100 percent of the time. Skillful persuaders will always find some point of agreement.
  5. Stay calm. Scientific tests have proven that calmly stated facts are more effective in getting people to change their minds than are threats and force.
  6. Don't be arrogant or condescending. Show empathy with your prospect's objection. Let him know others have felt this way. Talk in the third person; use a disinterested party to prove your point. This is why we often use testimonials—to let someone else do the persuading for us.
  7. Give the person room to save face. People will often change their minds and agree with you later. Unless your prospect has made a strong stand, leave the door open for her to later agree with you and save face at the same time. It could be that she did not have all the facts, that she misunderstood, or that you didn't explain everything correctly.
Direct download: Podcast_228_-_The_Art_And_Science_Of_Handling_Objections.mp3
Category:sales -- posted at: 6:30am CST

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? That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance—you have to make it happen the first time.

Check out this article from the show.

Rapport is equivalent to being on the same wavelength with the other person. Rapport is the key to mutual trust. With rapport, we can differ in our opinions with someone else yet still feel a strong bond. Rapport can even exist between two people with little in common.

Many persuaders can’t tell if they’re connecting. They think that they’re doing everything right, that they’re doing all the stereotypical rapport-building things: being friendly, enthusiastic, or fun. But the reality is that in most cases, they are not building rapport and are failing to connect with their audience.

Studies show that not only do 75 percent of people not like all the “gushy, chit-chatty stuff,” but 99 percent of them won’t even bother to stop you when they’re annoyed.  The proverbial bad salesman comes to mind here. He acts too chummy and tells stupid jokes, all the while thinking everyone loves him.

You’ve probably met him. What did you do when you met this person? If you’re like most people, you politely endured the encounter, made up some excuse to get him off your back, and then swore to yourself that’d you’d never get stuck talking to him again. Reality check: This annoying person could be you.

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Direct download: Podcast_226_-_The_Science_of_Rapport.mp3
Category:sales -- posted at: 12:54pm CST

Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much.

Check this out.

When we talk too much and fail to allow our audience to ask questions, it increases the thickness of the brick wall of resistance. Consider the doctor analogy to persuasion, meaning you have to listen and ask questions before you can diagnose the problem. The doctor does not come into the examination room and try to sell you on a prescription without first asking questions or trying to discover what you really need. Like a physician, you need to step back and be able to absorb and evaluate everything your audience is saying. While monitoring persuaders, I have found a constant epidemic of overpersuasion and regurgitating too many features.

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Ask yourself the following questions to determine whether or not you ever overpersuade or flood them with too much information:

  • Do you interrupt your audience in your eagerness to highlight another point before they have finished?
  • Are you worried about making the sale or satisfying a new customer?
  • Do you ever lose their eye contact or get a glazed look?
  • Do they seem stressed, indifferent, or agitated?
  • Does your audience seem overwhelmed or confused?
  • Are you concentrating on what you need to say next instead of listening?
  • Is your audience giving you excuses and objections that you've already covered or that you know aren't really true?
  • Do their nonverbal signals tell you they are getting ready to run?
  • Are you talking about yourself instead of discovering their needs?
Direct download: Podcast_225_-_Major_Sales_Mistakes_Costing_You_Money_2.mp3
Category:sales -- posted at: 6:30am CST

Common Obstacles That Limit Your Persuasion Success

The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader.

 Ironically, one area of persuasion that is easily overlooked is the very one that would make everything else fall into place. You've probably heard the old adage, "Dull knives work the hardest." Working hard is not the same as working smart. Are your knives sharp? Are you working smart?

See article here.

If you sharpened up in this one area, you'd likely be working more efficiently overall. Check yourself. Are you just going through the motions? Are you still using the same old tools over and over again without seeing the desired results? Or worse, are you making the same old mistakes over and over again? Are you making less than you could because of common "old-school" persuasion mistakes?

 There are things you are doing right now that cause people to resist you and your message. My research shows that there are common obstacles mediocre persuaders make that limit their success and income.

 Each obstacle is like driving around town with your emergency brake on. You are wondering why your car never has much power. These problems are simple to fix, but expensive to have.

Persuasive Presentation SPECIAL.

Direct download: Podcast_224_-_Major_Sales_Mistakes_Costing_You_Money_1.mp3
Category:sales -- posted at: 6:30am CST

Zeigarnik Effect

When we feel we've been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so we can check them off our list. This is also known as the "Zeigarnik Effect," named after Bluma Zeigarnik, a Russian psychologist. This effect is the tendency we have to remember uncompleted thoughts, ideas, or tasks more than completed ones.

The story goes the Bluma Zeigarnik was sitting in a café in Vienna when she observed that a waiter could remember everything someone had ordered, but once the food was delivered the waiter forgot everything.  This led for her to realize that it is easier to remember everything about an uncompleted task, but once the task is completed the memory will immediately fade. 

That uncompleted task will hold onto our memory, improve the recall and help us remember. We experience intrusive and almost nagging thoughts about a goal or an objective that was left incomplete.  It is built into our psyche to want to finish what we start.

We see the Zeigarnik Effect on the television news and other programs. Right before a commercial break, the newscasters announce some interesting tidbit that will come later in the hour. This piques your interest and, rather than flipping the channel, you stay tuned. Movies and dramas on television also leave you hanging in suspense.

By leaving something uncompleted right before the commercial break, the programs draw our attention, keep us involved, and motivate us to continue watching. We don't feel satisfaction until we receive finality, closure, or resolution to the message, our goals, or any aspect of our life.  Incomplete tasks trigger thoughts. The thoughts of the incomplete task trigger more memory retention.  More memory retention triggers anxiety that triggers more thoughts of the uncompleted business.

You also see the Zeigarnik Effect in the courtroom. We already know that people feel more confident and impressed with information they discover for themselves over time. This dictates that persuaders slowly dispel information, rather than dumping large volumes of information all at once. A good lawyer does not disclose everything he knows about the case or the plaintiff during his opening statement. As the trial progresses, the jury can fill in the blanks for themselves with the additional information they gradually receive.

This works much better than dumping all the information on them in the beginning. It holds the jurors' attention longer and gives the message more validity. The jury discovers the answers for themselves, and is more likely to arrive at the desired conclusion. 

Direct download: Podcast_223_-_The_Zegarnik_Effect_-_Engage_and_Persuade.mp3
Category:sales -- posted at: 6:30am CST

 "Buyer's remorse" is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision. If the people around us or other factors make us question our decision, we experience buyer's remorse. On feeling this inconsistency, we'll look for anything—facts, peer validation, expert opinion—to reduce the dissonance in our minds concerning the purchase.

Some of us even use selective exposure to minimize the risk of seeing or hearing something that could cause dissonance. Often people won't even tell family or friends about their purchase or decision because they know it will create dissonance.

Asking for a refund, complaining about the product or representative, or having remorse can all be forms of dissonance.  If you handle your prospect the wrong way it increases dissonance and they will demand a refund.

 

FREE BOOK

Direct download: Podcast_222_-_How_to_Deal_With_Refund_Complaints_and_Buyers_Remorse.mp3
Category:sales -- posted at: 6:30am CST

I am not going to be politically correct in this section.  I know it is not fair.  I know we should not judge, I am here to help you with reality.  Everyone judges and some of these items are things you can fix – some of them you can’t.  Focus on the things you can improve and don’t worry about the rest.  This attraction is also called the Halo Effect. It operates by making one positive characteristic of a person affect other people's overall perception of him. Because of this halo effect, people automatically associate traits of kindness, trust, and intelligence with people who are attractive.

We naturally try to please people we like and find attractive. If your audience likes you, they will forgive you for your "wrongs" and remember your "rights."

Check out this article.

In fact, studies show that people who are physically attractive are better able to persuade others. They are also perceived as friendlier and more talented, and they usually have higher incomes.  "Attractive" means more than just looking beautiful or handsome. It also encompasses having the ability to attract and draw people to you.  Your physical attractiveness will influence attitude change, enhance your expertise and increase agreement.

The effect of attractiveness transcends all situations. For example, the judicial system, which is supposed to be based upon evidence, has documented cases where attractiveness made a dramatic difference. In one Pennsylvania study, researchers rated the attractiveness of seventy-four male defendants at the start of their criminal trials. Later, the researchers reviewed the court records for the decisions in these cases and found that the handsome men had received significantly lighter sentences.

In fact, those researchers found that the attractive defendants were twice as likely to avoid jail time as unattractive defendants. In the same study, a defendant who was better looking than his victim was assessed an average fine of $5,623; but when the victim.

 

Get your FREE copy of Maximum Influence.

Direct download: Podcast_221_-_How_To_Be_More_Attractive_And_More_Likeable.mp3
Category:sales -- posted at: 6:30am CST

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?

Check out this article on goal setting

Writing down your goals coupled with a strong desire to reach them won't automatically bring success if you overlook this one vital detail: Successes are not achieved if they aren't first conceived mentally. We are told all the time to be positive, to change that attitude, to have a good outlook. In fact, we are so bombarded with these messages that they are easy to tune out. We gloss over "think positive" messages, saying, "Yeah, yeah, yeah, I've heard that before. Now get to the meat."

In this chapter, we're going to talk about much more than just positive attitudes—I call it "mental programming." 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. Think of your loftiest goals, your greatest aspirations. Do you really believe you can achieve them, deep down? Do you? If you can't visualize your success, you are unlikely to ever experience it in real life. We are always thinking and processing information, and our thoughts either propel us closer to our goals or drive us away from our dreams.

Direct download: Podcast_220_-_The_Dark_Side_of_Goals_-_Nudge_or_Net.mp3
Category:sales -- posted at: 11:16am CST

How to Command Attention with Power and Authority 

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?

Check out the article here.

The answers to these questions depend on what form of power it is, how it is used, and what the user's intentions are. We all possess different forms of power in different situations. It is human nature to respect and follow power and expertise, and power certainly has legitimate, ethical, and necessary uses. Of course, we know that power can also be used unethically to manipulate and control

Power is different from force. It is all about your intent. Power creates trust, it strengthens, and it empowers. Force must always be maintained, enforced, and warranted. Force sucks the energy and life out of people. True power encourages, revitalizes, and creates unity and synergy. Power causes us to listen and obey. Force causes us to be skeptical and run.

David R. Hawkins said it best: "Power gives life and energy—force takes these away. We notice that power is associated with compassion and makes us feel positively about ourselves. Force is associated with judgment and makes us feel poorly about ourselves."

Have you gotten your FREE book yet?

Direct download: Podcast_219_-_The_Forgotten_Power.mp3
Category:sales -- posted at: 6:30am CST

I was asked an interesting question last week on a radio interview.  I was asked, “How can you resist or repel an unwanted persuasive attempt?”  He also asked, “How can you stop someone that always tends to manipulate you?”

I discuss this article here, and the persuasion ninja of the week.

On this podcast, I talk about ways to resist another person’s unethical persuasive attempt.  This is good to know for you as a person and as a persuader.  As a person, this information will help you resist unwanted persuasive attempts.  As a persuader, you will begin to see some of this resistance or behavior in your prospects and will need to adjust your presentation.  So how do you resist persuasion or even manipulation?

 

Offer of the week

Direct download: Podcast_218_-_How_to_Resist_Persuasion_and_Manipulation.mp3
Category:sales -- posted at: 6:30am CST

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_217_-_Dave_Kurlan__Baseline_Selling.mp3
Category:sales -- posted at: 6:30am CST

One of the Bricks - Fear of Rejection

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. Ironically, whether we run or succumb, neither option helps the situation.

Fear of rejection can also affect the bottom line by inhibiting you from getting out there and approaching people in the first place. If you are so incapacitated by fears of rejection that you retreat from attempting persuasion at all, then you have sealed your own fate.

So we can hate and fear rejection all we want, but it's still going to happen. What do great persuaders do about this? How do great persuaders respond so that their fear of rejection doesn't paralyze them and affect their performance?

The first thing to keep in mind is that even if your audience ultimately concludes that your product or service is not the right fit, they are not rejecting you personally. We generally understand this concept on a superficial level, but I ask you to give it some thought and really let it sink in. Do not allow yourself to feel inferior, embarrassed, or depressed based on somebody else's opinion.

The ability to bounce back after being faced with rejection on any scale is critical in the persuasion world. Great persuaders have the ability to erase the negativity from their minds at will and move on with a clean slate in a matter of minutes. This tendency is worth noting considering the fact that most of us hang on to negativity and use it to nurse our wounds or make excuses for weeks, months, and sometimes even years.

Another way to hasten your rebound from rejection is to realize that your worst fears are probably not even realistic. Suppose a sweet deal slipped through your fingers. No matter what you said or did, the client's words were final. In other words, you were rejected. Is your life really over?

Does your audience now hate your guts? Are they going to smear your good name and come after your family in a mad rage? Are they going to spray-paint the office with slanderous, hurtful remarks? Of course not. The truth is, it just wasn't a good fit. They'll have forgotten about it in a matter of minutes or hours, and you should too.

Offer: FREE BOOK

Direct download: Podcast_216_-_The_Brick_Wall_of_Resistance_Part_2.mp3
Category:sales -- posted at: 6:30am CST

The Hostile Prospect

This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques:

·         Find common beliefs and establish a common ground.

·         Use appropriate humor to break the ice.

·         Don’t start the presentation with an attack on their position.

·         You are only trying to persuade on one point; don’t talk about   anything else that could trigger disagreement.

·         Because of your differences, they will question your credibility.    Increase your credibility with studies from experts or anything that will support your claim.

·         They will try to find reasons to not like you; don’t give them any.

·         Don’t tell them you are going to try to persuade them.

·         Express that you are looking for a win-win outcome rather than a win-lose situation.

·         Show them you’ve done your homework.

·         Respect their feelings, values, and integrity.

·         Use logical reasoning as clearly and as carefully as possible.

·         Use the Law of Connectivity and the Law of Balance.

Deal of the week: FREE BOOK

Direct download: Podcast_215_-_Dealing_with_Rude_Mean_and_Hostile_People.mp3
Category:sales -- posted at: 6:30am CST

On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important. He also discusses the brick wall of resistance and how we sometimes create it.

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 backlater," or "It's too expensive," or "I have to talk to my spouse before I decide." What you're really thinking is "I don't like this guy," or "I don't trust her," or "Something didn't feel quite right." In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why.

This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you—so they don't hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don't even realize we're doing it.

 What do you do to overcome this tendency? Your persuasion attempts must be nonthreatening and very natural. Forget loud and flashy. That strategy only encourages resistance. And most definitely forget about high pressure. Not only does that solidify the wall of resistance in that particular moment, but the wall will increase in size. When people feel they have been pressured, bullied, or coerced into buying or doing something they don't need or want, they are resentful. They will never do business with you again.

 The moment people sense that you are attempting to persuade them, the brick wall increases in size and strength, and they will resist you. To counter this tendency, persuasion and sales must take place below the conscious radar.

 Great persuaders have cultivated a sixth sense when it comes to the "push and pull" aspect of persuasion. You must encourage without pushing. Entice, but don't ensnare. You have to sense and then predict, based upon knowledge, instinct, experience, and nonverbal cues, what you can do and how your audience will respond. With this sensitivity, which you can learn, there won't be any smacking head first into the brick wall of resistance.

Offer of the week: lawsofinfluence.com 

Direct download: Podcast_214_-_The_Brick_Wall_of_Resistance_Part_1.mp3
Category:sales -- posted at: 6:30am CST

Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Kristin was one of the first to identify selling as a matter of supporting the customer's buying process.

Kristen and Kurt discuss:

  • Biggest blunder people make today in sales & influence
  • Tips for entrepreneurs
  • How to think like a buyer
  • How to deal with a prospect who has found wrong information or too much information from the internet
  • How to not bore your prospects
  • What questions to ask to get your customers to buy
  • Current trends in online marketing

And much more!

Content Marketing: How to go from Creep to Friend

Why do they need or want what you’re selling? It is never, ever what you assume. Interviewing thousands of customers for my clients convinced me of that by the second interview. What roadblocks must be overcome, in their own minds, before they can reach for their wallet? Who do they have to convince? What else have they looked at, and why did they reject it (so far)? What makes them nervous about buying from you, because of their past experiences and because of the things you said – or didn’t say – on your website? What is the question they wish everyone would answer, but no one does?

All of us marketers can easily suffer from a problem that is similar to the one salespeople have. Most salespeople listen only closely enough so that they can talk. In other words, their goal is to talk, not to listen. They listen so they can talk. Similarly, marketers gather facts about their customers so they can prove to their bosses that they “get” those customers, and so they can write. They are more excited about the output than the input, just like salespeople, and just like the graph above makes clear.

For more information about Kristin visit: zhivagopartners.com

Offer of the week:

Find our your Persuasion IQ & get a free digital copy of my best-selling book! www.takeyouriq.com 

 


On this episode Kurt discusses the blunder and ninja of the day, and the psychology of waiting and whether or not is a good or bad thing and if it affects your ability to persuade.

Atmosphere can also include the tension in the air. Is there a rush, or are customers relaxed? What type of climate are you trying to create? Do you want a quick, fast decision, or do you want your customers to feel comfortable enough to stay for a while?

An interesting study on what happens when you create an atmosphere of being rushed can be seen in the following example:

Princeton University psychologists John Darley and Daniel Batson wanted to see how students would respond if they were in a situation replicating the biblical account of the Good Samaritan.  As the story goes, a band of thieves beat, robbed, and left a man traveling alone by the roadside to die. A devout priest and a reputable Levite passed by.

 Neither of the men stopped to help the dying man. Finally, a Samaritan, stopped to help him. The Samaritan bound up his wounds, took him to an inn, and even paid the innkeeper to care for him until he returned.

Darley and Batson asked seminarians on a one-on-one basis to prepare and present a short speech on an assigned biblical topic. The test was set up so that on their way to the location where they would deliver their speech, each student would cross a man slumped over, coughing and groaning.

Which students would actually stop and help? Before preparing their speeches, the students filled out a questionnaire asking why they had chosen to study theology. Then a variety of speech topics were assigned, including the story of the Good Samaritan. As the students were leaving to deliver their speeches, some were told, "You'd better hurry. They were expecting you about three minutes ago." Others were told, "They won't be ready for a few minutes, but you may as well head over now."

Now, most people would assume that seminarians stating on their questionnaires that they had chosen to study theology so they could help people and who were then assigned to speak on the Good Samaritan would be the ones most likely to stop and help the ailing man on their way. Interestingly, neither of those two factors seemed to make much of a difference.

In fact, Darley and Batson stated, "Indeed, on several occasions, a seminary student going to give his talk on the parable of the Good Samaritan literally stepped over the victim as he hurried on his way." The element that seemed to be most influential was whether or not the student was rushed.

Of the students who were told they were already a little late, only 10 percent stopped to help. Of the students who were told they had a little bit more time, 63 percent stopped to help.

We can learn from this example that we can create atmospheres where people are so involved that they ignore other factors they normally would not ignore.  On the flip side, if participants are too relaxed than they become difficult to persuade.

Free Book Offer: Lawsofinfluence.com

Direct download: Podcast_212_-__Psychology_of_Making_Your_Prospects_Wait.mp3
Category:sales -- posted at: 6:30am CST

Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and more.

On this episode they discuss the most common persuasion blunders, how to get in your prospects shoes, biggest changes in the sales & influence world, how to persuade millennials (check out this article), gamification and when it can backfire, why people buy and more!

4 Ways to Inspire Your Millennial Workforce

#1. Encourage Them Regularly Along with Feedback

This group responds well to reinforcement and finds great value by being noticed and receiving recognition for their efforts. Young adults within the workforce are also striving for leadership positions than before. Giving them an impression of being important is likely to make them feel contended and stay with their employers longer because they see the potential for growth. 

#2. Offer Millennials Personal Time Along with Flexibility

Millennial’s are particular about having a work-life balance to which they give extra importance. Companies and management that can offer flexible schedules will improve their chances for procuring millennial talent. 

#3. Help Millennials Connect to the Business

Organizations and companies are often making mistakes by failing to explain their vision to their employees. Companies are advised not to overlook explaining their values because it helps employees to connect to the overall vision of the employer. Millennial’s have a tendency to look out for methods where they can make a difference and if they are interested in the vision of the employer it will be just the ignition they need to perform better. 

#4. Create New Titles Along with Steps In Between

The best ways to inspire your millennial workforce is to create new titles because of their commitment to further their careers. Millennial's do not prefer waiting for a lengthy period of time for promotions. This is not an indicator for companies to be giving out rewards without reason but considering smaller incentives, as a bonus for a job completed efficiently will be significant. The objective must be to keep the Millennial’s understand they are on the right path.

Offer of the week: Lawsofinfluence.com

For more information about Travis and his work visit ambition.com

 


The Theory of Cognitive Dissonance

Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, "When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change." Festinger's theory sets the foundation for the Law of Dissonance.

The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition?  Our cognitions is a mental process that uses thoughts, beliefs, experiences, and past perceptions. 

Basically that means when people behave in a manner that is inconsistent with these cognitions, (beliefs, thoughts or values) they find themselves in a state of discomfort. In this uncomfortable state, they will be motivated to adjust their behaviors or beliefs to regain mental and emotional balance. When our beliefs, attitudes, and actions mesh, we feel congruent.

When they don't, we feel dissonance at some level—that is, we feel awkward, uncomfortable, upset, or nervous. In order to eliminate or reduce that tension, we will do everything possible to adjust our beliefs or rationalize our behavior, even if it means doing something we don't want to do.  

Imagine that there is a big 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. 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.

The human brain needs to be right. It is hard for us to admit we are wrong.  We are programmed to justify what we are doing is right and avoid taking responsibilities 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. 

 Even when backed into a corner or shown evidence that proves we are wrong, we tend to not change our reasoning or point of view.  We will find reasons, proof, or social support why what we did was OK. We will start to believe our lies to ourselves, it couldn’t be our fault and we persuade ourselves why we were justified.

Find all past podcast episodes with a free membership at www.influenceuniversity.com

Get your free book at www.lawsofinfluence.com

Direct download: Podcast_210_-_Double_Dissonance_-_Get_People_To_Persuade_Themselves.mp3
Category:sales -- posted at: 6:30am CST

Objection Obstacles

All excuses and objections can be boiled down one or more of these seven potential objections:

Once you understand that all objections stem from one or more of these seven key areas, you will have a much easier time identifying the root of your audience's discomfort. You will then be able to address their objections in a professional, caring, and non-threatening way. Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up an objection. Usually this unrealized conduct occurs because objection stirs up the persuader's own insecurities (often fear of failure or fear of rejection). The persuader thinks to him or herself, Didn't I go over that already? I'm doing a good job explaining things! Why is this person still not convinced? Why am I bombing this persuasive encounter? Do I sound like an idiot?” As understandable as this reaction is, it will only makes things worse. Your audience will sense your uneasiness and feel even more uncomfortable. Don't set off more alarm bells than are already ringing!

Direct download: Podcast_208_-_True_Objection_or_Knee_Jerk_Response.mp3
Category:sales -- posted at: 6:30am CST

Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to 'make it,' and gives you the real-world guidance you need to hear. Through anecdotes and advice, he shares his experiences along with those of other top founders and entrepreneurs to give you a realistic picture of what it takes to build a business. It's a bit of tough love, a healthy dose of reality, and a tremendously motivating guide to striking out on your own; from motivation and commitment to business licenses and the IRS, this guide is your personal handbook for the biggest adventure of your career.

 So you want to start a business: how much are you willing to commit in terms of time, money, and energy? How do you plan to bring in customers? What will set you apart from the crowd? What will convince clients to come to you rather than your competitor with an established track record? These questions must be answered before you even begin planning—and then, you have to make that canyon-sized leap from planning to doing. This book guides you through the early stages with practical advice from a real-world perspective.

For more information about Mike and his work visit: thealdenreport.com

Direct download: Podcast_207_-_Blueprint_to_Business_Success.mp3
Category:sales -- posted at: 6:00am CST

Inside the World of Objections and Concerns

 When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice objections, it indicates that they are both mentally interested and emotionally involved in whatever it is you are proposing, even if they are skeptical.

 Interested and involved—what more could a persuader want from their audience? It may be surprising, but when there are no objections during the persuasion process, the persuader's success rate actually drops dramatically.  It is much better to get objections out in the open than to let them fester.

 Top persuaders do not consider objections or audience concerns as opposition. Rather, they view them as part of the persuasion game. Your audience will naturally delay as long as possible the moment of decision—the moment they need to say yes or no. This stalling can be used to your benefit. Dialogue and exchange of ideas can create a long-term follower, client, or customer.

 Great persuaders may even solve objections before they are voiced. No matter how good you get, objections will be raised, and the truth is that well-handled objections help you persuade. Your persuasiveness depends a lot on how you handle objections and concerns, and you can handle them best if you know what the most common objections are. There are thousands of excuses.   

 Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up an objection. Usually, this unrealized conduct occurs because objection stirs up the persuader's own insecurities (often fear of failure or fear of rejection).

 The persuader thinks to him or herself, “Didn't I go over that already? I'm doing a good job explaining things! Why is this person still not convinced? Why am I bombing this persuasive encounter? Do I sound like an idiot?” As understandable as this reaction is, it will only makes things worse. Your audience will sense your uneasiness and feel even more uncomfortable. Don't set off more alarm bells than are already ringing!

 A calm, natural demeanor opens the door to persuasion and will keep it open in the face of objections. Remember: your audience cannot feel at ease if you don't. They cannot feel relaxed if you aren't. They won't be enthusiastic if you aren't showing enthusiasm yourself. In a very real way, you must create what you want them to feel.

These oxytocin genes may influence number of friends

You may be as friendly as your genes

 

Direct download: Podcast_206_-_Do_Closing_Skills_Still_Work.mp3
Category:sales -- posted at: 6:00am CST

Charisma is influence.  In other words, getting others to do what you want them to do and like doing it.  People get uneasy when you talk about influence, but just like power, it is neutral.  Some feel it can’t be learned, others get uneasy that it might get misused and some pretend it is not that important.   Charisma and influence go hand in hand.  It can be used with your leadership, your company, your children and even for making the world a better place.  Influence can get people to accept your ideas, brings people together and helps change stick.  I am not talking about selling skills.  I am talking about long-term sustainable change that people want to implement.  There is a direct correlation between your ability to influence, your charisma and your income.

The challenge is most people influence the wrong way.  You tend to influence how you like to be influence and that is completely wrong.  You need to adapt to the person and to the situation.  Most influence happens with subconscious triggers (see the subconscious section).  Everything you do, everything you say or how you make them feel will affect how your audience feels about you.  You are repelling people and you don't even know it. When people sense a hint of force, deception, hype, or selling underlying any of your influence attempts, you will lose your charisma.

Audiences are tough.  People have built a lot of resistance to the old style of persuading and influence; many people have built a brick wall of resistance even before you've even meet them.  What can you do to overcome this tendency?  Your influence attempts must be nonthreatening and natural.  Forget loud and flashy.  That strategy only encourages more resistance.  And most definitely forget about high pressure.  Not only does that solidify resistance, it closes the door to influence.  When people feel they have been pressured, bullied, or coerced into doing something they don't need or want, they become rebellious and resentful.

The Benefits of Laughter

Direct download: Podcast_205_-_What_If_The_Competition_Has_The_Same_Price.mp3
Category:sales -- posted at: 6:00am CST

Negotiation: Face-to-Face, by Phone or via E-mail

In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their answer? It depends.

 Face-to-face communication is more likely to alleviate any possibility of miscommunication or deception. When you’re actually there, in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other party is thinking and to determine the direction in which the negotiating is headed.

For the same reasons, it is also easier to create and maintain rapport. If there is already a fair amount of tension in the air, however, negotiating by phone can take the edge off, can provide breathing room and can minimize the effectiveness of any pressure tactics that may have been employed. E-mail’s main advantage is that both parties have control over saying exactly what they want to say and how they want to say it.

 Since there is no ebb and flow to live conversation, the involved parties can keep the floor as long as they want. On the flip side, e-mailing can tend to make the negotiating parties less restrained and more impulsive in their communication. This rashness isn’t always a bad thing, but it definitely can be if tensions exist. One study found that abrupt and unmannerly exchanges occurred 102 times when negotiating via e-mail as opposed to only 12 times when negotiating face-to-face.  

Influence University

 

Direct download: Podcast_204_-_Negotiation_Blunder_-_Postition_vs_Problem.mp3
Category:sales -- posted at: 6:00am CST

Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let's say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. His perception is that the monthly payment for a $500,000 policy is too high. So you break it down for him, telling him that for an extra 50 cents a day, or the cost of a can of soda, he can insure himself and adequately take care of his family if something were to happen to him. With this contrast, your client can see that the extra 50 cents is worth it to have the extra $250,000 in coverage. You have reframed your request into simple terms to help your prospect see it fitting into his way of life. If you are getting resistance from coworkers to participate in a new project, you could say we are only looking for your help for 10 minutes a day or 45 minutes a week.

 Many times, we can fly under the radar with the contrast principle. There is a theory called the "Just Noticeable Difference" (JND),  which means the minimum amount of difference in the intensity of the stimulus that can be detected. That means the minimal amount of change the brain can handle before it begins to notice.  What does this mean? How much can you raise the price of a product without anyone noticing? This is also true for taste. Companies want the best taste for the lowest cost. The quality of the ingredients causes people to notice or not notice the quality of the product.

 Many marketers would rather change the packaging and offer less of their product than resort to charging more. When we don't notice the difference, we think we are getting the same deal. Watching a sunset would be below the JND.  We really can’t see the sun move down the horizon as we watch it. When you raise the price of a product, you don’t want anyone to notice. Gas prices going up another ten cents is not noticed unless it breaks the dollar threshold i.e. $4.00-$5.00.  Is the yogurt cup now 2.9 ounces or 3 ounces?  We don’t notice especially since the cup size has not changed, but the bottom of the cup is more concave.   

3 Negotiation Techniques from Harvard Business Review

 

REVISED OFFER


"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. Basically, 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. The technique is effective because social standards state each concession must be exchanged with another concession. When you allow a rejection, it is considered a concession. The person you are persuading will then feel obligated to agree with your smaller request.  The reason DITF is so effective is because society and the Law of Obligation direct us that each concession must be given a concession.  When you give them a concession they will be more inclined to give you a concession.

Demonstrating this point, researchers first asked college students to donate blood every two months for three consecutive years. Requiring a long-term commitment of not only time, but also of physical and emotional responsibility, the request was overwhelmingly turned down. The next day, the same students were asked to donate blood just one time, 49 percent agreed. The control group, where the students were only approached with the second request, (will you donate today) only demonstrated a 31 percent compliance rate.

The main reason the door-in-the-face technique is so effective is because the contrast between the two requests makes your prospects feel like they are getting more/or less than if you didn’t adjust their perceptions. They feel like they've made a fair compromise, while you get exactly what you wanted in the first place. 

Article: Smelling your food makes you fat

OFFER:http://healthepain.com/


Never fight on price.  Price in not the issue – you are the issue.  Only 6% of things are bought on price. Anybody can fight on price.  Let’s learn 14 techniques to make price a non-issue.

 "Price is what you pay. Value is what you get."  Warren Buffett

 This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience and knowledge. 

The brain will always attempt to contrast your product or service. Is it the best or worst, cheapest or most expensive? Is your product the safe or risky choice or is it familiar or strange?

By presenting your prospects with contrast, you are creating those comparisons for them. The mind can't process everything at once and so it develops shortcuts to help make decisions. Instead of making a completely internal judgment, we look for boundaries, patterns, and polar opposites. 

We want to know the difference between our options, so we naturally contrast the two items. We mentally create a value or price in our mind from highest to lowest.

Do you want your prospects to compare your product or service to a second-hand used car or to a Rolls Royce? You get to decide where you want them to start their benchmark.

 

SPECIAL OFFER


Verbal Packaging & The Leverage of Language

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. Successful people all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences.  Carl Jung revealed that all words are full of symbols and each symbol triggers an emotional reaction or feeling.  All words have emotional meanings that are different than their definitions in the dictionary.  Understanding words and their emotional triggers will enhance your ability to persuade and influence.

Word Choice  ---

Article link: http://www.telegraph.co.uk/travel/news/scary-real-in-flight-announcements/

Understand that proper language varies from setting to setting, and from event to event. One word choice does not work in every circumstance or culture. Word choice can also be critical to defusing situations or in getting people to accept your point of view. Even one word can make the difference between rejection and acceptance. In a study by social psychologist Harold Kelley, students were given a list of qualities describing a guest speaker they were about to hear. Each student read from either one of the following two lists:   

  1. Cold, industrious, critical, practical, and determined
  2. Warm, industrious, critical, practical, and determined

Of course, the students who read #1 had less than positive feelings about the speaker. The interesting thing, though, is that the lists are exactly the same except for the first word! They found that the first word at the front of the list conditioned how the student felt in reading through the rest of the list. It didn't matter that none of the following words were negative. Just reading the word "cold" tainted how the students read the rest of the list.

As I mentioned the airline industry has mastered the power of words. They know word choice is critical to getting their point across and to reduce stress. In one situation, a flight attendant had run out of steak as an option for dinner entrée. Instead of telling the customers their only option was chicken, the flight attendant said, "You can have a piece of marinated chicken breast, sautéed in mushrooms in a light cream sauce, or a piece of beef." Consequently, people chose the chicken because it sounded better. Think about the words next time you read a restaurant menu.

 

Podcast #200 Special Master Offer – 70% off! 

                              Magnetic Persuasion – Create Instant Influence

Magnetic Persuasion is one of the most incredible courses I’ve ever released.

This program will give you a distinct advantage over your competition.

WHAT YOU WILL GET: 18 MP3 Audios, Manual & Application Guide

For a limited time, this is what you get with my Magnetic Persuasion Special:

Magnetic Persuasion Audio Boot Camp (18 MP3’s)
Next, we have Magnetic Persuasion Audio Boot Camp.  The easiest way to double your income is to double your persuasion skills.  Remember when you need to persuade someone, it is too late to learn.  Magnetic Persuasion is literally the difference between knowing what you want– and getting it, anytime, anyplace, from anybody. Create unimaginable wealth, transform your career, and strengthen your relationships. Magnetic Persuasion Audio Boot camp is the first and only resource to combine scientific research and documented studies into one comprehensive catalog of proven persuasion, influence, and motivation techniques.

  • Never be told “I can’t afford it again”
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  • The 5 objections your prospects always have and how to overcome them
  • How to create huge value to eliminate price resistance
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Magnetic Persuasion Manual
The Magnetic Persuasion Manual has every piece of the persuasion pie. This manual is packed with over 15 years of scientific research and over 100 persuasion and influence tools. This includes over 344 pages packed with cutting edge research and application. You will learn about inoculation, Zeigarnik Effect, and advanced association triggers. You will also learn how color, touch, and smell affect every aspect of persuasion.

  • Know exactly what the person you want to persuade is thinking and feeling.
  • How to have absolute confidence in what you’re saying
  • Overcome objections before they are even brought up!
  • RESIST persuasion so you don’t fall into unethical traps!
  • Harness the 18 most powerful words and put them to use

Magnetic Persuasion Application Guide 
Next is the Magnetic Persuasion application guide. This will crystallize the use of Magnetic Persuasion. This comprehensive guide will help you implement the following:

  • The 12 Laws of Persuasion
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  • How to get the yes, when they say no.
  • Things you are saying, projecting and doing that repel your prospect
  • The Pre Persuasion Checklist

Magnetic Persuasion is one of the most incredible courses I’ve ever released.

This program will give you a distinct advantage over your competition.

As you learn these skills you will Master your life and increase your income. You will learn skills known only by the ultra-prosperous. You will learn and master a new skill everyday for a full year. Every situation, you’ll feel in control. You’ll know exactly what to say and do. So invest in yourself and your future.

You will not learn the old tired tactics of the Ben Franklin close or the ol bait and switch. You will learn how to influence the mind of your prospects, persuade them to join your business. Think with me, what would this be worth to you?

As you study Magnetic Persuasion you will discover advanced psychological techniques that will expand your mind.

You can Experience the Power of this!

Imagine being able to overcome objections before they happen, Know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Be the master of your destiny, and control your financial future.

Invest in your future, invest in your income, and be proactive about who you are and what you want to become. Everything you want in life, somebody else has and you need to know how to persuade to get it.

Imagine where you would be now, if you had Mastered these skills only a few short years ago. How many millions of dollars have you lost?  Remember when you need to persuade someone, it is too late to learn.

Direct download: Podcast_200_-_Word_That_Kill_Persuasion_And_Words_That_Influence.mp3
Category:sales -- posted at: 5:30am CST

Robin Dreeke FBI Interview

Did you ever leave an interaction saying to yourself, "That could have gone better?"

Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life?

A counter-intelligence expert shows readers how to use trust to achieve anything in business and in life.

Robin Dreeke is a 28-year veteran of federal service, including the United States Naval Academy, United States Marine Corps. He served most recently as a senior agent in the FBI, with 20 years of experience. He was, until recently, the head of the Counterintelligence Behavioral Analysis Program, where his primary mission was to thwart the efforts of foreign spies, and to recruit American spies. His core approach in this mission was to inspire reasonable, well-founded trust among people who could provide valuable information.

The Code of Trust is based on the system Dreeke devised, tested, and implemented during years of field work at the highest levels of national security. Applying his system first to himself, he rose up through federal law enforcement, and then taught his system to law enforcement and military officials throughout the country, and later to private sector clients.

Inspiring trust is not a trick, nor is it an arcane art. It’s an important, character-building endeavor that requires only a sincere desire to be helpful and sensitive, and the ambition to be more successful at work and at home. The Code of Trust is based on 5 simple principles:

1) Suspend Your Ego

2) Be Nonjudgmental

3) Honor Reason

4) Validate Others

5) Be Generous

For more information on Robin Dreeke and The Code of Trust visit www.Peopleformula.com

Direct download: Podcast_199_-_How_Create_Trust_in_Strangers__Robin_Dreeke_FBI_Interview.mp3
Category:sales -- posted at: 5:30am CST

Dave Negri’s Secret Price Weapon

 Using “pricing” as a marketing strategy is often overlooked by entrepreneurs.  It may be a little scary, butsometimes all you need is a higher price point to become more attractive to your target market.   The affluent tend to associate higher prices with higher value.

When someone is looking for the “best” - choosing the cheapest person is not the path he or she will take.  When you are QUALITY-focused, slogans like “highest quality AND lowest price” don’t fit together.  They are actually mutually exclusive.  Clients recognize this and are extremely suspicious if you try to pair quality and low prices in your marketing.

 “Price Shoppers” exist at all income levels. A higher-income price shopper will be just as difficult and draining to work for as a lower-income price shopper.  The only difference is the higher-income price shopper has more expensive minimum and maximum price points, so you can spare the time and energy to accommodate him or her.

 It is critical for your own sanity, to filter out bargain price shoppers by having prices preset at higher levels.  Higher prices indicate to prospects you are concerned about quality rather than quick sales.  Immediately this creates a level of trust. When prospects respond favorably to your rates, they are seeking quality products—not low prices.  

For more information about Dave and his work visit: Www.contractorssecretweapon.com


Anthony Iannarino  -  Becoming The Trusted Advisor

 What Is Not Advice

 Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are not advice either.

 Your management team isn’t advice, and as impressive as your board members may be, they aren’t advice. You know what else isn’t advice? All of your locations, and all of the logos of the big, recognizable, widely-admired companies you serve. As remarkable as your clients are, they are not advice.

Your differentiation strategy isn’t advice either. The things that make you different and make a difference for your clients may help you distinguish yourself in a crowded market, but they are not advice.

 If you are spending the precious little time you have with your dream clients talking about you, your product, your company, your clients, and what makes you different, you are not “advising.”

 What Is Advice

 What are all the forces weighing down on your dream client and causing them to produce results that are less than they should be? How should they be thinking about these forces, and what should they do about them?

 What are the risks of not responding to the systemic challenges that threaten your dream client’s business? What are their choices? What are the trade-offs? What are the risks of taking action now?

 What opportunities are available to your dream client now? Which provide them with the greatest advantages and which hAve the fastest return on invested time, money, and resources?

 How you engage with your dream client matters.

 Where you start the conversation is important because you are defining your relationship. If you begin the conversation with the things that you are comfortable talking about but that don’t create value, then you are not establishing that you have the potential to be their consigliere.

 If on the other hand, you start the conversation with strategically important issues, you demonstrate that you know something worth knowing, something that can benefit your dream client.

 Business acumen is the new sales acumen. What is at risk by starting the conversation too low is nothing less than your relevance.

To learn more about Anthony and his work please visit:  www.thesalesblog.com/newsletter

Direct download: Podcast_196_-_Anthony_Iannarino__-__Becoming_The_Trusted_Advisor.mp3
Category:sales -- posted at: 5:30am CST

This episode features guest Scott Ingram -

In this episode learn all about why mindset and belief in yourself is absolutely fundamental. And the tips and tricks in getting yourself there. And how to show your customers/prospects that you truly care. 

Kurt and Scott discuss how important it is to be constantly learning, absorbing and surrounding yourself with the best.

They also discussed how most top sales people are more than willing to talk you about their sales process and share the information that they’ve learned. People want to give back and know that they were once at the beginning too. 

Who is doing it the best in your organization/niche? Figure out what they are doing and do the same thing.

Scott points out the one of the most important things is understanding who you are, your unique strengths and what the unique value is that you bring to the way you sell, and do more of that. “

Play up those unique strengths and values and be a more authentic and magnified version of yourself.

Scott Ingram is the host of the Sales Success Stories podcast where he interviews top sales people. Not just high ranking sellers either, everyone Scott talks with on his show is #1. He's also an active sales professional himself.

I’m in sales, and I have always looked for ways to improve myself and achieve more but have been frustrated by the source of most of that content. Instead of hearing from “sales experts” who aren’t currently in sales (somebody selling themselves or some form of sales training doesn’t count); I want to learn from salespeople who are the best of the best. What are they doing to achieve more than anybody else

While this is a very selfish project for me to learn and improve myself, I hope that you can benefit as well. Please subscribe to the podcast, and I invite you to join our Sales Success Community where you’ll find a growing group of like-minded sales achievers.   

Listen to Link Discussed in the Show

Direct download: Podcast_194_-_Sales_Strategies_of_Top_Producers_Scott_Ingram.mp3
Category:sales -- posted at: 5:00am CST

Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them.  This is great way to turn people off and decrease your ability to be charismatic.  If your only focus is on you, then eventually all then the focus will be off you.  Sure others might run to your attention, but they are doing it for money or recognition, they are not doing it because of who you are.  When you start to focus on others, show some kindness and offer goodwill, offer some charity, and the focus will return to you.  When you look for the good in others you become better yourself.  When you start looking for ways to serve, not only do you open the doors to influence, it increases your well being and your happiness.

 

You demonstrate goodwill by focusing on positives and being careful with the negatives.  Don’t be harsh or forceful when dealing with people.  Remember most people can be highly sensitive or feel overly vulnerable. (Remember esteem)  Watch your statements and your actions and always show that you have the audience’s best interest in mind.   Never criticize someone unless you really need to and do it the right way.  Criticism damages your relationship and destroys the connection you have with them and hurts your charisma.  Instead, find something positive and show goodwill.  This will increase acceptance and self-confidence.  Many times we correct or criticize in the wrong way and this destroys the possibility for leadership, loyalty and charisma.  Anytime someone feels stupid or you are perceived as inconsiderate and your ability to lead or influence diminishes.  Little do most people know that their comments cause rebellion and resentment.  Show you care, show some goodwill and you automatically will transfer charisma.

 

A big part of goodwill is the mindset of abundance.  Abundance is a state of mind that allows you to give knowing that the universe will reward you.  You don’t do it for the reward, you do it because it is the right thing to do.  As author Stephen Covey said "the abundance mentality (which) flows out of a deep inner sense of personal worth and security.  It is the paradigm that there is plenty out there and enough to spare for everybody.... It opens possibilities, options, alternatives, and creativity."  You know that when you give of your time, money or even skills that it is not only the right thing to do, it increases your abundance, your health and your happiness and your charisma.  Get past the scarcity mentality society has given you and see the abundance the world has to offer.  Realize we are all on the same human team and we all have different strengths and weaknesses.  Always be willing to share your strengths and someone will appear to help you with your weaknesses.

Article link:https://www.fastcompany.com/3035120/4-steps-to-overcoming-failure-and-using-it-to-your-advanta

 

Direct download: Podcast_187_-_Charisma_2_-_Empowering_Others__Contagious_Cooperation.mp3
Category:sales -- posted at: 1:04pm CST

Rapport: The Instant Connection  

Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual trust materialize.

Have you ever met a perfect stranger and just hit it off? Finding plenty to talk about, you almost felt as if you had met before. It just felt right. You could talk about practically anything and you lost track of time. You developed such a strong bond with that person that you knew what he was going to say. Everything just clicked between the two of you and you felt a connection with this person. You felt your ideas were in sync and you enjoyed your time with each other. This is rapport.

In our discussion of rapport, we are going to elaborate on these concepts: humor, body language, touch and mirroring. Mastering these skills will help you to develop rapport faster.

Humor  

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

Humor can also distract your audience from negative arguments or grab their attention if they are not listening.  Humor diverts attention away from the negative context of a message, thereby interfering with the ability of listeners to carefully scrutinize it or engage in counterarguments. If listeners are laughing at the jokes, they may pay less attention to the content of a message. Humor can "soften up" or disarm listeners.  Humor connects you with your audience and increases their attention to your message.

 Humor must be used cautiously, however. If used inappropriately, it can be offensive and may cause your audience to turn against you. Humor should only be used as a pleasant, but moderate distraction. As a rule of thumb, if you are generally not good at telling jokes, don't attempt it. Be sure that you have good material. Nonfunny humor is not only ineffective, but irritating. Modify your humor so that it is appropriate for your audience.   

Smile

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

Direct download: Podcast_185_-_Likeability_and_Charm_Create_Charisma.mp3
Category:sales -- posted at: 11:40am CST

Similarity: Similar Is Familiar

Similarity theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the commonality is in the area of opinions, personality traits, background, or lifestyle.  

I can remember walking in a foreign country, taking in the unfamiliar sights and sounds, and then running into someone from my own country. We could have been from opposites sides of the nation with nothing in common, but there was an instantaneous bond between us, all because we had something in common in a mutually unfamiliar place.   

Similarity is also true even in the judicial system. If jurors feel that they share some common ground with you and, better yet, like you—even subconsciously—for that similarity, then you will have a markedly better chance of winning your case. Anytime we establish something about ourselves that others will identify with, we increase our persuasive powers. In one particular study, antiwar demonstrators were more inclined to sign petitions of those similarly dressed, and often didn't even bother to read the petition before signing!   Numerous studies conclude that your audience is most responsive to individuals who dress and act similar to them.

Researchers McCroskey, Richmond, and Daly say there are four parts to similarity: attitude, morality, background, and appearance.  Of the four similarity factors, attitudes and morals are always the most important.  Power Persuaders are always looking for similarities or common beliefs to form the basis of common foundations with their prospects. We want to be persuaded by those who are like us and with whom we can relate. 

We see real-world examples of this in advertisements. We want to see people we can identify with, and the advertising execs accommodate us. When we see a particular commercial, we think, "Hey, he is just like me! He is also Broke!  That couple has a messy, cluttered house, too." We see ads showing the average Joe or Jill because they create that similarity.   

Your audience will connect with you when they perceive the similarity.  O'Keefe found two important points regarding similarity and persuasion. First, the similarity must be relevant to the subject or issue being persuaded. Second, to persuade someone, the similarities must involve positive rather than negative qualities.   The bottom line is we are interpersonally connected to others when they possess similar values and beliefs.

Direct download: Podcast_184_-_Create_An_Instant_Connect_With_Anyone.mp3
Category:sales -- posted at: 10:00am CST

Paul Smith (Author) - Lead with a story and Sell with a story

 Leadwithastory.com

 Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated "corporate storytellers." 3M banned bullet points years ago and replaced them with a process of writing "strategic narratives." Procter & Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum.

 The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success.

 Whether in a speech or a memo, communicated to one person or a thousand, storytelling is an essential skill for success.  

 

Paul Smith 

Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the books Sell with a Story, Parenting with a Story, and the bestseller Lead with a Story already in its 8th printing and available in 6 language around the world. Paul is also a former consultant at Accenture and former executive and 20-year veteran of The Procter and Gamble Company.

Direct download: Podcast_180_-_Engage_and_Persuade_with_Stories_-Paul_Smith_Interview.mp3
Category:sales -- posted at: 8:00am CST

Proxemics: The Science of Space

              The anthropologist Edward T. Hall created the science of proxemics, which studies how people use, react to, configure, and occupy the space around them. We all want our own space, and we 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—will definitely not build rapport. Many persuaders don’t even know that 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 extending. Such as gesture may really be a turnoff, though. What does it feel like? Imagine that you go to a movie theatre and there are 150 seats but only ten people watching the movie. Social custom calls for everyone to spread out. Let’s say you take your seat and the nearest person is twenty feet away. How would you feel if a stranger came and sat down right next to you in this theatre of empty seats? That would be a violation of your personal space. 

                   Understanding proxemics requires an understanding of territory and the role of dominance. The bigger office, the armrest on the airplane, the larger chair, sitting at the head of the conference table, getting into someone’s face—all these things have hidden meanings. It could be unwanted touching or jumping into a conversation that damages likeability and rapport. Be observant. How is your use of space perceived by your audience? Always err on the side of giving extra space, instead of too little. 

            Does the science of proxemics really matter? The distance you keep or don’t keep when persuading someone communicates a message. Great persuaders understand rapport and interpersonal communication, and they respect personal space. You will find that the amount of space between a person and a persuader affects the way they are able to interact with each other and what message their interaction sends. When we sit at a table or across from a desk, we each draw invisible lines of our perceived personal space. When these invisible territorial lines are violated, tension is created. We all have regions or areas where we permit others to enter or prevent others from entering. Great persuaders recognize when an invitation to enter their audience’s private zone is being extended.

            Your audience’s intimate area is not to be violated by you, the persuader. In North America, that area extends from your audience’s face out to about twenty-four inches. Most social interaction takes place between four and twelve feet of distance. This personal space preference not only varies by individual but also by culture. For example, in the Middle East or Latin America, it is reduced by almost 50 percent.37 In Germany, on the other hand, the space is larger. It is comedic to watch two people from two different cultures trying to communicate. One is violating the other’s personal space, while the other is backing up in an attempt to regain his personal space. The two are in some sort of dance to maintain and regain comfortable communication space.

Article:http://captology.stanford.edu/wp-content/uploads/2015/02/RSA-The-new-rules-of-persuasion.pdf

Direct download: Podcast_178_-_How_Proxemics_Creates_Resistance.mp3
Category:sales -- posted at: 2:00pm CST

The Law of Obligation, also known as pre-giving or reciprocity, states that when others do something for us, we feel a strong need, or urge, to return the favor. Returning the favor rids us of the obligation created by the first good deed. The adage "one good turn deserves another" is a part of social conditioning in every culture. And, even beyond that, the maxim serves as an ethical code that does not necessarily need to be taught, but nevertheless is understood. For example, when someone smiles or gives us a compliment, we feel a great need to return the smile or compliment. Even when these gestures are unsolicited, we feel a sense of urgency to repay the person who has created the mental or psychological debt. In some cases, our need to subconsciously repay this debt is so overwhelming that we end up dramatically exceeding the original favor. The reciprocity trigger created by the car salesman's water is a classic example of this principle. Most of us keep a mental scorecard of these favors.

 

The drive to alleviate feelings of obligation is so powerful that it can make us bend toward people we don't even know. Accepting gifts or favors without attempting to return them is universally viewed as selfish, greedy, and heartless. It is often strictly due to this internal and external pressure that people conform to the rule of reciprocity. One university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.  I had a student raise his hand at a seminar and said, I know him and he is still getting Christmas cards from strangers over 20 years later.  Can you believe people have sent out Christmas cards all these years to someone they didn’t even know?

 

 

Article:  http://psych.colorado.edu/~vanboven/teaching/p7536_heurbias/p7536_readings/kruger_dunning.pdf

Direct download: Podcast_174_-__Getting_Past_The_Gatekeeper.mp3
Category:sales -- posted at: 7:30pm CST

The New Year is here and your influence skills are more critical than ever.  You have heard enough about goals – so let’s focus on those persuasion tools.  Does your eye contact help you influence or does it trigger deception cues?  Are you reading your prospect’s eyes to adjust your presentation?  Let’s find out the power of your eyes.

 

Ralph Waldo Emerson said, "The eyes of men converse as much as their tongues." The more common phrase we hear is "the eyes are the windows to the soul." Through our eyes, we can gauge the truthfulness, attitude, and feelings of a speaker. Not making the proper amount of eye contact can have devastating results. Our pupils are one of the most sensitive and complicated parts of our body. They react to light, but they also respond to our emotions, revealing a variety of feelings.   

Making eye contact can also convey love or passion. In a number of studies on eye contact and attraction, researchers found that simply looking into one another's eyes can create passionate feelings. In one particular case, two members of the opposite sex who were complete strangers were found to have amorous feelings toward each other after merely gazing into one another's eyes.   In another study, beggars were interviewed about their "tactics" for getting donations. Several of the beggars stated that one of the very first things they tried to do was establish eye contact. They claimed that making eye contact made it harder for people to pretend they hadn't seen them, to ignore them, or to just keep walking.  Other studies have shown that public speakers who make more eye contact, use pleasant facial expressions, and incorporate appropriate gestures into their speeches have more persuasive power than speakers who do not.

What do we need to know about the eyes?

Sunglasses – Hide the eyes and arouse distrust

Avoidance of eye contact – Lack of confidence

Less than 50% eye contact - Insincere and distant

Increased eye contact – Starting to accommodate or acceptance

Rapid blinking – Resistance to what has been done or said

Extended eye contact – Anger, love or frustration

Pupils dilate – Interested, and receptive

 

Direct download: Podcast_170_-_Eye_Contact_Deception_or_Influence.mp3
Category:sales -- posted at: 5:20pm CST