Maximize Your Influence

It's the 4th of July, so Kurt and Steve did what they do best: took their boats out and bbq'd!  Back by popular demand, however, is the episode they did on Charismatic Power.  Check it out!

  "He kept his promises." Promises made during the persuasion process are fulfilled. Persuaders are honest and realistic in what they promise—they don't build false hopes or expectations. They "underpromise and overdeliver"—not the other way around! "She's really dependable." Successful persuaders proactively give their audience the attention they deserve, doing everything in their power to resolv...

You know we love talking about "Negotiaton's Dirty Deeds."  A recent article by the Harvard Business Review gave some great pointers on deflecting some of the more common negotiation tactics.   One of the best ways to insure a smooth transaction is through managing your clients expectations correctly.  Persuaders are most effective when they're persuading, not when they're stuck resolving client q...

Francis Bacon once said, "Knowledge itself is power." Knowledge power is based on proficiency in a certain subject, procedure, or situation. Remember that you are the expert. People can be persuaded if they think you have more knowledge or expertise than they do. For example, lawyers, mechanics, and doctors possess knowledge power. People rely on these professionals' opinions, believe what they sa...

On this episode, Kurt and Steve interview Wes Schaeffer, the Sales Whisperer! There are ways to start implementing empathy in your daily contacts and conversations.  It does take some practice and evaluation.  After every encounter ask yourself what do you do well and what can you do better next time.  Try these steps to increase your empathy. •           Mentally prepare yourself to hear the mess...

Happy Memorial Day!,  If you're not in the US, we hope you had a great Monday, May 30! If you have a tough negotiation coming up where your opponent will play the empathy card, we have good news. Acetaminophen can dull your sense of empathy! So next time you need to negotiate, pop some tylenol and turn yourself into a cold blooded shark of a negotiator.   How Moods Can Affect Persuasion Moods affe...

Did you know that if you think about what you ate earlier in the day, you're proven to snack less?  Kurt and Steve discuss a recent article by Psychology Today that studies this phenomenon.   Size of packaging, color, position...all of these things subconsciously influence what your prospect buys...and how much they buy.  On this episode, Kurt and Steve discuss some recent books and studies that d...

Kurt and Steve begin this episode by discussing how in anything we do, we default down to the level of our training.  Whether it's a sport, self defense, language, or persuasion...the mind and body default to what their trained to do when they are stressed.  Bottom line is when you need to persuade it's too late to learn!  Go to www.university ofpersuasion.com for some awesome ways you can train t...

An interesting study was conducted with dentists, whereby an ad was put in the newspaper asking for people to participate in a painful dental procedure.11 The first amazing thing about it was that people actually showed up. During the first part of the study, the dentists were told that they would only pretend to use a painkiller on their patients. A placebo would actually be given. The dentists w...

How do you overcome this lack of credibility? Here are several ideas great persuaders use to boost their credibility:               1. In this very skeptical world your prospect is looking for a weakness. If you don't give them some type of weakness (personal or product), they will assign a weakness for you. Great persuaders increase credibility by revealing an apparent weakness and turning that p...

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, the...

After briefly mentioning it on last week's episode, Kurt and Steve quickly learned that most have a lot of "feelings about" the urban phenomena, RBF (otherwise known as Resting Bitch Face).  So they dived in a little more and wouldn't you know it...there's an actual website that will tell you if you have it!  All we ask is that if you do, you send us your picture to maximizeyourinfluence@gmail.com...

The worst thing for a persuader is that your audience members probably won’t ever confront you about your dishonesty or deception. They are not going to tell you that they think you are lying. They’ll just never work with you again and they’ll then tell all their family and friends about the bad experience they had with you behind your back.   Even if you’re an honest person of admirable character...

self-perception bias Ever wonder why others can’t smell their own stink? (perfume or body order)  We are good at judging others and finding out what is wrong with them, but that analysis does not seem to work on ourselves.  The same is true for our skills.  We have to have the ability to honestly access ourselves – both our strengths and weaknesses.  Then find the skills and the discipline to impr...

Keeping Attention:   A Bored Mind Says NO! It is common sense to realize you have to keep your audience's attention in order to persuade them.  If you lose them, you lose your chance for them to understand and accept your proposal.  We know from our own personal experience that we tend to let our minds naturally drift when we are listening to other people.  We cannot focus on one item for too long...

The old-school approach to persuasion put a lot of the emphasis on the final outcome: clinching the deal, closing the sale. Back then, it was a lot more about getting the sale than having a true and lasting relationship with an actual person. The problem with being so closing-oriented is that a persuasive encounter is not a static, one-sided arrangement. The “persuadee” is not some brainless lump...

This week's article is sure to offend some listeners.  If you're a short man or an overweight woman, the British Medical Journal has bad news for you.  Hey were just the messenger!  Check out their recent study linking hight, body mass, and socio-economic status.   "Price is what you pay.  Value is what you get."  -Warren Buffett The Law of Contrast explains how we are affected when we are introdu...

All human beings yearn for direction and guidance. That’s why someone with a vision is so alluring and influential to us.  Charismatics are able to create a strong clear vision of the future.  People will jump on board when they can see that there is a solid vivid vision in place that they can touch, taste, feel, or see.  No one wants to get on a sinking ship.  People want to know: What’s the plan...

Have you noticed the dramatic changes that have evolved in presentations, communication, and training over the last twenty years? The basic focus used to be on education. Many people are still trying to educate and they always lose their audiences.  Now, the latest research is all about how to grab and keep your audience’s attention, while maintaining charisma.  We can no longer focus simply on ed...

On episode 127 of Maximize Your Influence, Kurt and Steve start by discussing a recent article, the 7 Mental Blocks to Being Rich.  They then transition to part two of their series on qualities of great leaders.  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 hun...

After speculating about good dining in San Francisco and briefly insulting their listeners there, Kurt and Steve discuss a recent article about whether great leaders are born or made.  They then launch into a discussion about the qualities of good leaders.  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 en...

One of the aspects of the Law of Association is the use of affiliation. Persuaders want you to affiliate their company with positive images, feelings, and attitudes. Our surroundings and environment trigger feelings and we transfer those feelings to those we are with. For example, one frequently used technique is to take someone to lunch. Food can also generate subconscious triggers (if the food a...

Neuroscientists have made significant progress on how the brain processes information.  Our brain can be very bias.  This is especially true in politics.  People will always see the good in their party and find the bad in the other.  During an election a scientist asked questions about their candidate and the candidate from the other side while getting an MRI.  When they were told information abou...

The Power of "Yes" Use questions that will create "yeses." As you create your marketing and persuasive presentations, you must engineer the number of times you get your audience to raise their hands, say yes, or nod their heads. How many verbal yeses are you getting? One easy and effective way to get more affirmative responses is to engineer questions that will receive a positive answer. For examp...

Methods of Protecting Mental Alignment When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure.  We will instantly try to find a way to relieve this tension and reduce our dissonance. We have an arsenal of coping mechanisms at our disposal to help us return to cognitive balance. When you s...