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...
info_outline Episode 507 - How AI Is Out Persuading Sales People And How To Maximize For InfluenceMaximize 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...
info_outline Episode 506 - Metaphor Magic – The Unknown Persuasion ToolMaximize 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...
info_outline Episode 505 - Using Words To Read Your Prospect And Adapt Your Persuasive PresentationMaximize 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...
info_outline Episode 504 - Offensive Persuasion Works - Sell Like The Soup NaziMaximize 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...
info_outline Episode 503 - New Psychology of ObjectionsMaximize 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...
info_outline Episode 501 - How Shame And Guilt Can Quickly PersuadeMaximize 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...
info_outline Episode 500 - The 10 Hottest Influence Tools For 2024Maximize 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.
info_outline Episode 499 - Edutainment, Engagement, and EnergyMaximize 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_outline Episode 498 - John Lowry - Negotiation Made SimpleMaximize Your Influence
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 Negotiation Made Simple. Discover how to structure a negotiation and what questions to ask before the process begins. Learn if you should make the first...
info_outlinePsychological Power: The Mind Game
Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. Two (the other 10 are on the podcast) of the most common Psychological Power techniques are outlined below.
# 1: Time Pressure
People are slow at making decisions because they’re afraid of making mistakes. Negotiators hate to leave deals open-ended too long because the more time passes, the more time their prospects have to think of all the reasons why they should walk away. The reverse is also true: The more quickly you get a commitment out of your prospects, the more likely it is they’ll follow through. Basically, people who utilize this psychological tactic are leveraging the moments when emotion is high and judgment is suspended. It’s the “get ’em energized, seal the deal while they’re still soaring” mentality. It is from this mentality that we get promotions like “This offer only good for next hour” and “This offer won’t last long.”
I remember once negotiating a contract for the marketing department of a big corporation. I had a million other responsibilities weighing on me, so I felt rushed to hammer out the details of the contract that morning. The person I was negotiating with, on the other hand, was in no hurry whatsoever and had nowhere else to go. We bantered back and forth for six hours and still had not reached a resolution on a contract we were both happy with. My urgency to leave the meeting affected the terms I was finally able to get.
#2: Unpredictability
Sometimes, negotiators try to use unpredictability to throw the other person off. Humans are creatures of habit; we love the familiar and predictable. We love routine. Hence, when something unpredictable happens, we feel out of control. Think of a person you know who has an unpredictable personality. You never quite know if s/he is going to be happy or angry, thankful or resentful, elated or depressed.
How do you feel when you’re around this person? People sometimes do this on purpose to intimidate your or to feel a sense of control over you. Some negotiators will work through lunch, yell, lose control or be seen tearing down a colleague. These examples will often throw rookie prospects off guard. Be aware of these psychological negotiating tactics that could make you feel intimated or out of control.