Maximize Your Influence

Just showing up and winging it, destroys your confidence and ability to seal the deal. Preparation lays the foundation for a successful negotiation. Thorough preparation allows negotiators to understand their goals, identify their tools, and establish clear objectives. Scent of a friend: Similarities in body odor may contribute to social bonding Do you want a negotiation structure to follow during...

Military interrogators worldwide are like skilled chess players, understanding human psychology to uncover valuable information. They don't rely on luck but on calculated strategy. Let's dive into the world of interrogators. Going to bed after this time could lead to poorer mental health, a Stanford study finds Can you use these techniques to persuade and influence?  Absolutely.  Join me for this...

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

We all need more appointments, and we all want more of them. How do we get more appointments or interviews?  The key is to eliminate the things you are doing that are getting you that, NO, that dang rejection.  These simple changes will improve your chances of getting that appointment/interview Nearly 4 in 10 employers avoid hiring recent college grads in favor of older workers A boss who uses a '...

Do you repel people?  Are you being offensive, pushing too hard, or saying the wrong things? As I interview prospects who have said no, the responses I get are interesting.  They told you it was too expensive, and they toldl me I did not trust them.  Statistics show that this is happening to you.  Let's get into some of these complaints and things you could be doing that repels the people you are...

Who's the better persuader? Is it the lively Extroverts thriving on social energy? Or maybe the contemplative Introverts harnessing the power of introspection? Could it be the versatile Ambiverts, navigating seamlessly between both worlds? Or perhaps the enigmatic Omniverts, fluctuating between the extremes? Rethinking the Extraverted Sales Ideal - The Ambivert Advantage Think about it - your vote...

Twenty years ago, a team led by Giacomo Rizzolatti at the University of Parma in Italy made a radical discovery: mirror neurons.  These specialized brain cells were found in Macaque Monkeys and would activate when the monkey performed an action and when it observed another monkey performing the same action. Mere agreement A similarity-based persuasion mechanism You can create more engaging, relata...

Recognizing manipulation can be easy to identify - if you know the signs.  Listen to this episode too learn about some indicators that may indicate you are being manipulated. More feelings of misinformation more news avoidance fake new So, how do you know if you are being manipulated?  Why do people manipulate?  How do you handle a manipulator?  Join me for this week's podcast on Are You A Master...

There is a big difference between a genuine question of concern and an "I'm done with you" objection. Is it a sign of interest or resistance? That is the key question. When your prospect presents every objection in the book, such outright resistance should be a red flag to you. In other words, you are probably going down the wrong road by not properly reading your prospect. What this person is rea...

Using meteoropathy (weather sensitivity) as a sales tool involves understanding and leveraging the impact of weather on individuals' moods, behaviors, and purchasing decisions.    Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a goo...

Voice plays a critical role in influence. [i]   How we say the words we choose is just as important as the words themselves. Our voice is a powerful instrument that can motivate the troops or lull them to sleep. There is a vast difference between presenting and persuading, informing and influencing, and communicating and convincing. How the voice persuades What are the other areas of vocal variety...

Dealing with a manager who won't give you the time of day and is distant can be challenging, but there are always tools you can use to improve the situation and create a more positive working relationship. On this episdode we will discuss some techniques to consider. Rethinking Groupthink It's important to remember that you may not be able to change your manager's behavior immediately, but you can...

It is no secret that the easiest person to influence is someone referred or recommended to you or your company.  The reality is that most of your business sales should be based on referrals. Here are the 3 best ways to get your prospect to want to give you referrals. Listen to this episode to hear some of the top reasons. The Energizing Effect of Humor You can create a positive experience for your...

AI (Artificial Intelligence )has the potential to revolutionize the sales process and provide numerous benefits to salespeople. A new study found the AI can persuade a salesperson by almost 82 percent! 9 Tips To Improve Your Concentration This study conducted by Swiss and Italian academics revealed that OpenAI's GPT demonstrates higher persuasive capabilities in debates compared to humans. Chewing...

Using metaphors in persuasion can help create vivid mental images, evoke emotions, and make your message more memorable and persuasive. Stories are always the best, but the next best thing is a good metaphor.  Facts and figures light up 2 parts of the brain; metaphors can light up 4 parts.  That is double the impact of the statistics you are using. To Grasp Metaphors, Our Brains Get Touchy-Feely M...

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. We persuade people based on the words we use. Words affect our perceptions, attitudes, beliefs, and emotions. The words we use in persuasion make all the difference in the world. Lack of focus doesn't equal lack of intelligence — it's proof of an intricate brain Join me f...

Hopefully, you have seen the Seinfeld episode about the Soup Nazi.  Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you could use a few techniques to influence. Here are some potential strategies you could use from the Soup Nazi character on Seinfeld to persuade and influence. The Anchoring Effect and How it Can Impact Your Negotiation The key is...

When you engage people in your message, objections are bound to arise. But fear not! Your ability to handle objections directly links to how deeply people connect with your words. Mastering the art of handling objections isn't just a skill – it's the key to becoming an unstoppable force of persuasion! Selling Kids On Veggies When Rules Like Clean Your Plate Fail vegetable As you embark on your jou...

Using guilt and shame is fast and easy.  They could be doing it both consciously and unconsciously. Sometimes it is the only tool they know how to use.  It could backfire on them, but can we use guilt and shame to persuade ethically.  The answer may surprise you – YES you can. Shame: The Quintessential Emotion Guilt vs. Shame: How Are They Different It's essential to recognize that the use of guil...

Prejudging is one of the most devastating mistakes you can make because you really cannot judge a book by its cover. Many, many times, we find that the people who seem to be the least likely candidates are the ones who become a big part of your business. Join me for this week's podcast #500 with Freebies and fun stuff.  This podcast will focus on The 10 Hottest Influence Tools For 2024.   Get the...

Why Your Last Audience Said You Were Boring.  Many factors can contribute to boredom and disinterest during a presentation.   Avoid the blunders by creating content that is relevant and engaging  Deliver the presentation with enthusiasm and incorporating visual aids.  Be aware of the audience's needs and encourage interaction with the audience.   Join me for this week's podcast on Edutainment, Eng...

We all negotiate every day.  Only 10% of business professionals who negotiate every day have taken negotiation training.  The challenge is they estimate this has cost them millions of dollars.  Who is paying for these mistakes?  Usually, the companies that employ them.  Entrepreneurs know this will just cost them income. Join me for this week's podcast interview with John Lowry.  We will focus on...

So, is that power of charisma good or bad?  I would say is gravity good or bad?  Just like gravity, charisma is neutral.  It is how you use the power that will define you as good or bad.  Some say Adolf Hitler, Charles Manson, Mussolini had charisma.  Sure they did have many of the tools of charisma.  6 Questions Reveal How Charismatic You Are There are many cases of someone who had some of the sk...

We live in a world where people are less trusting, more cynical, and full of skepticism.  Corporate loyalty is a thing of the past.  Belief in government has eroded away.  Everyone around us is confused, overwhelmed, and more difficult to influence and lead.  Now more than ever, charisma is a vital and critical life skill.  Can charisma be taught? Tests of two interventions. Restaurant Tap Water T...

Do You Attract or Repel Others? It's Either The Rizz or Fizz.   The skill of charisma can propel you into leadership and success.  When someone is charismatic, they can connect, bond, and lead everyone and anyone.  Charisma allows you to be more efficient and effective.  Think about this.  It could be you if others aren't responding to you or your influence.  Sure we like to say it is them, but wh...