Maximize Your Influence

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 loc...

Negotiation Versus Persuasion 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 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 emb...

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...

The Value of the Simple Statement Simple is better than complex. Since we are unable to recapture or replay our spoken words, we hope that they will be correctly interpreted the first time they are heard. Unfortunately, spoken words can be the most misread and misinterpreted form of communication, and therefore, can be a great hindrance to effective persuasion. When you're in a persuasive situatio...

What Does Improv Have To Do With Business? With guest Kelly Leonard from www.secondcityworks.com   The ability to thrive amid change requires 4 things:   ·         The ability to recognize where you are in any given moment ·         The flexibility to choose a new path ·         A willingness to collaborate on a solution ·         The freedom to take a risk…and to learn from failure   Great tenets...

This podcast is going to focus on how to handle the heckler and maintain audience control in any situation.  One of the key factors is getting to know your audience.   It is critical that you understand where your audience is coming from and what their needs and wants are. What do they really want to know? What are they searching for? What information can you present to bridge the gap between what...

Synchronized Beliefs Very closely related to directing our thoughts are our beliefs or belief systems. Just as airplanes have guidance systems to direct them, so do we have systems guiding and shaping what we think, do, and believe. Without these influences, we will miss our intended destination, just like an airplane out of touch with the control tower would never be able to land.  What if you ha...

Jon Gordon's best-selling books and talks have inspired readers and audiences around the world. His principles have been put to the test by numerous NFL, NBA, MLB coaches and teams, Fortune 500 companies, school districts, hospitals and non-profits. He is the author of numerous best-selling books including The Energy Bus, The Carpenter, Training Camp, The Seed, You Win in the Locker Room First and...

Charismatics have the ability to focus quickly in the moment similar to great athletes.  To master the area of focus and concentration, we must implement what athletes do before, during and after the competition.   •           Visualize the win or the outcome before it happens •           Constant self-discipline even when it hurts •           Refocus after failure and learn from those mistakes • ...

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...

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 des...

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....

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 an...

Emotional States: Understanding Feelings and Moods Charismatic people know there is a fine line between logic and emotion.  To influence someone you have to have both.  Emotion will override logic every time.  I am going to assume here (I know I shouldn't do that) you have the ability to form a logical argument.  Emotion is the missing piece for most people that want to become more charismatic.  V...

That first thirty seconds with your audience are critical. How do you start? Great persuaders craft and design their message. There is no room to wing it. Your opening is where your audience formulates and settles into their impressions of you. Think of your opening or introduction as comprising no more than 10 percent of your full presentation. Budgeting your speech in this manner forces you to o...

Structuring Persuasive Presentations Why should we be concerned with the structure of a persuasive presentation? Top predictor of professional success is how much you enjoy and how good you are at public speaking.   Studies also show the ability to give presentations was ranked as the most critical skill needed to move up in today's business environment.   Before we jump into the meat of this topi...

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." Proc...

  Six stats on the importance of trust in influencer marketing  "Only 22% of brands are trusted." ( Havas Media )  That's a frightening metric for any marketer. Without establishing trust between your brand and your audience, it's nearly impossible to market your product or service. So marketers are faced with the difficult question of how to create and maintain trust with their audience.  "61% of...

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. Disre...

The Law of Obligation and Marketing We often see this method at work when companies give out complimentary calendars, business pens, T-shirts, or mugs.  This specialty advertising is an $18.5 billion dollar industry.  It not only creates obligation, but keeps your name in front of your future customer.  The studies show that 52% of people given a promotional product said they were more likely to d...

How You Can Tell If You're Really Connecting               I've talked about common rapport-building obstacles and how you can know for sure that you're not connecting. But how do you know that you are connecting, especially when your audience is not going to tell you? One of the most obvious signs of a good connection is that the initial defensiveness and skepticism begin to dissipate. The mood r...

Energy of Influence       Another way to enhance your ability to motivate yourself and others is to make sure all things are balanced in your life. Great persuaders lead a balanced life and keep everything in perspective. I call this delicate balance "life alignment." Make sure there is balance in every aspect of your life. Imbalance can undermine motivation and cause inaction and unhappiness. Man...

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 do...

Smells: The Aroma of Persuasion We all know what the smell of movie popcorn does to us. Smell is directly linked to our emotions.  Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our olfactory system is a primitive sense that is wired directly to the center of our brain. By four to six weeks, infants can tell the difference between their own m...

Summary: Talking Too Much    Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will be very annoying to your audience if they sense that you like hearing yourself talk more than listening to their concerns. Remember, it's about them, not y...