Maximize Your Influence

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

Selling is changing every day.  This is due to advancements in technology, shifts in consumer trust, and evolving markets. You speaks to me - Effects of generic-you in creating resonance between people and ideas Join me for this week's podcast on  The Trifecta (3 Traits) of a Perfect Sales Person.  Now you know what has changed in the sales world – Discover the 3 traits and characteristics of a pe...

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

Adapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type, and how do you adapt your persuasion? Baseball reveals that specialists excel after leaving comfort zones Constantly adjust your persu...

Adapting your selling approach to customers who are high in Steadiness (DISC) and have a C-type personality can be beneficial in building trust and increasing your chances of persuasion and influence.  How do you know if a person is this personality type and how do you adapt your persuasion? The unconscious mind can detect a liar–even when the conscious mind fails Always adjust your persuasion app...

Adapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality? How to make self-affirmation work, based on science Always adjust your persuasion approach based on your prospect's specific preferences and needs....

Adapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust and increasing your chances of influence.  How do you know if a person is this type of personality? The Psychological Study of Smiling Always adjust your persuasion approach based on your prospect's specific preferences and needs. This w...

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

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

You find yourself in a tense team meeting, striving to defend your stance on a significant project, but you begin to sense that you're losing ground.  Your volume escalates, and you interrupt one of your colleagues to correct their perspective. Your Brain Is Hooked on Being Right How do we use brain chemicals to change minds?  Join me for this week's podcast on Brain Chemicals That Help/Hurt Influ...

While it is essential to maintain ethical practices in persuasion, it's important to be aware of common deceptive techniques that some salespeople may employ. Understanding these tactics can help you recognize them and avoid falling victim to them. They are here to understand how they are used and not to use them.  On being happy and gullible: Mood effects on skepticism and the detection of decept...

Imagine a life where fear has no power over you. A life where you confront your fears head-on, just like the most successful individuals. It all starts with a crucial realization: unless you face your fears, how can you ever overcome them? Now, imagine unlocking the remaining steps to success. Envision programming your mind for the success and abundance you truly deserve. There's one crucial ingre...

Let's talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party adopts your viewpoint. With persuasion, there is no compromising as there is in negotiation.  Negotiation, on the other hand, is a process of give and take. It's overcoming objections on both sides of an issue and ultimate...

It's the old "80/20 Rule."  The most highly successful people expend 20 percent of the effort and get 80 percent of the results, while the less effective folks put out 80 percent of the effort only to get 20 percent. Sound unfair?  Let me give you a tip for entering the world of 20 percent work/80 percent results.  Great persuaders understand that time is more important than money.   They are fana...

Are you tired of feeling like your success is just out of reach?  It's time to unlock your full potential with the power of charisma!  Charisma isn't just a trait that a lucky few are born with - it's a skill that can be learned and mastered by anyone.  YES, anyone. Charismatic Leadership 16 Compliments You Didn't Realize Are Actually Pretty Insulting Revenue AI and Sales Trends Want to become mor...

AI has the potential to revolutionize the sales process and provide numerous benefits to salespeople. By leveraging AI tools to automate routine tasks, analyze data, and provide personalized messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals. However, it's important to note that AI should be used in conjunction with human expertise and judgmen...

Have you ever found yourself scrolling through your social media feed, only to be captivated by a clickbait headline?  You're not alone.  Clickbait is here to stay. There's a scientific reason why you can't resist clicking on that link. We don't want to miss out on anything we could own.  We want to get around any restrictions placed upon us. We feel uptight and want our freedom back. This causes...

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

  Times are changing.  There is no doubt we have more options.  Communication over the phone poses unique challenges.  A first impression over the phone is just as important as in face-to-face contact, but the first challenge is that your audience can't see your face, body language, or presence.  Everything about you is being judged entirely through the phone.   Hybrid B2B Sales Will Be The Norm B...

  So, there is this difficult conversation you need to have.  You know that person is going to get emotional.  You might even feel a chance that you could get a little angry or they could trigger another negative emotion.  How is your EQ - Emotional Intelligence?  Can you read their emotions?  Can you control your emotions? There is a fine line between logic and emotion.  To influence someone, you...

Based on over 20 years of study, research, and experience in the field, my findings astound even me.  People aren't won over by tactics and gimmicks.  In fact, they 're are tired of them.  A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try to take advantage of you if they got the chanc...

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

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

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

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