Episode 509 - Melting the ICE of Resistance
Maximize Your Influence
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. It's important to remember that you may not be able to change your manager's behavior immediately, but you can control how you respond to it. Sometimes, we can’t control a prospect who is resistant, a resistant manager, or a customer who is being indifferent. How can you melt that frigid, cold ice of resistance from...
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Episode 508 - Proven Ways To Get More Referrals – Even Without Asking
Maximize Your Influence
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. You can create a positive experience for your customers by encouraging them to share information about their networks, and give you more recommendations. Discover 7 other additional ways to increase referrals for your business. Join me for this week’s...
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Episode 507 - How AI Is Out Persuading Sales People And How To Maximize For Influence
Maximize Your Influence
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! This study conducted by Swiss and Italian academics revealed that OpenAI’s GPT demonstrates higher persuasive capabilities in debates compared to humans. 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. Discover on this week’s podcast...
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Episode 506 - Metaphor Magic – The Unknown Persuasion Tool
Maximize Your Influence
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. Metaphors are influential because they enhance understanding, evoke emotions, and persuade below the radar. Join me for this week’s podcast on Metaphor Magic – The Unknown Persuasion Tool. Discover how to create, use, and persuade...
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Episode 505 - Using Words To Read Your Prospect And Adapt Your Persuasive Presentation
Maximize Your Influence
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. Join me for this week’s podcast on Using Words To Read Your Prospect And Adapt Your Persuasive Presentation. Discover words that repel and words that attract your prospect. I will reveal ways to read people based on the words they use and how to adapt your persuasive...
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Episode 504 - Offensive Persuasion Works - Sell Like The Soup Nazi
Maximize Your Influence
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 key is not to offend your prospect, but to adapt these strategies that create value and a positive experience. Want to learn more about how to have more confidence, create a better customer experience and sell like the Soup Nazi? Discover...
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Episode 503 - New Psychology of Objections
Maximize Your Influence
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! As you embark on your journey to becoming a Power Persuader, you'll come to embrace objections as opportunities. Why? Because objections signify interest and attention. They're your audience's way of saying, "I'm listening, and I want to know more!" Now you know the game has begun. Want...
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Episode 501 - How Shame And Guilt Can Quickly Persuade
Maximize Your Influence
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. It's essential to recognize that the use of guilt and shame as persuasive tactics can have negative consequences, including emotional harm, strained relationships, and erosion of trust. What is the difference between shame and guilt? Why do psychologists consider guilt as positive and...
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Episode 500 - The 10 Hottest Influence Tools For 2024
Maximize Your Influence
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 latest research, studies and statistics on the new secrets of persuasion.
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Episode 499 - Edutainment, Engagement, and Energy
Maximize Your Influence
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, Engagement, and Energy. You will discover that there is no such thing as a boring topic, only a boring presenter. Learn how to be more dynamic, charismatic, and...
info_outlineEmotional 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. Very few really know how emotional states, feelings, subconscious triggers and moods affect other people and affect (good and bad) your ability to maintain charisma and influence.
Logic tends to be more temporary while emotion will carry your message into the future. Emotion inspires us to take action, but logic justifies those actions. We know it is difficult for most people to distinguish between logic and emotion. We know that is difficult to identify many of the emotions that are felt throughout a day. We know people can’t forecast what emotions they will feel, how long they will feel it and how strong the emotion will be. Most people just sense if you or your message makes them feel good or feel bad. Your goal is to change or maintain their emotional state or mood.
These are the emotions that will detract from your charisma and decrease your ability to influence.
Anger
Anger is a sign that something is out of line. Anger is also known as a secondary emotion. What they are angry about and really angry about are usually two different things. You can help decrease a person’s anger by finding out the main reason they are upset. It is also useful to ask for their help, opinions, or advice. This will usually diffuse their anger or even help change their demeanor. Sometimes the person doing the influencing may want to use anger to make a certain point or to evoke a certain reaction.
Worry
When someone is worried or preoccupied with something occurring now or could happen in the future, your ability to change their mood or influence them declines. Worry could cause you to feel nervous, uneasy or anxious. Worry can be referred to as a negative vision of the future. Help them by bringing them back to reality. Worry will subside when you can substitute their negative images with positive ones. Another way worry decline is when you help them make a decision. Worry decreases with decisions.
Fear
Fear is anxiety or tension caused by danger or apprehension. The possibility of harm can be real, but it is usually an overactive imagination. Fear motivates us and moves us away from perceived unpleasant circumstances or certain danger. Logic rarely reduces fear. The key to understanding fear is to realize that is has been learned from a past experience. Remember that fear is very real to them. Make sure when they are in fear that you can provide a solution for them. Then your job as a great influencer is to help them feel capable of overcoming this fear.