Persuade Anyone at Anytime

Thanks for visiting Maximize Your Influence…your source for the top
persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business! Our podcast combines years of persuasion research with current studies and events that will entertain you and supercharge your ability to influence others.

In business and in life, your ability to persuade others can mean the
difference between success and failure, or between mere success and spectacular success.…

Kurt Mortensen & Steve Olson
Latest Podcasts

Episode 184 – Create An Instant Connection With Anyone

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 and sounds, and then running into someone from my own country. We could have been from opposites sides of the nation with nothing in common, but there was an instantaneous bond between us, all because we had something in common in a mutually unfamiliar place.   

Similarity is also true even in the judicial system. If jurors feel that they share some common ground with you and, better yet, like you?even subconsciously?for that similarity, then you will have a markedly better chance of winning your case. Anytime we establish something about ourselves that others will identify with, we increase our persuasive powers. In one particular study, antiwar demonstrators were more inclined to sign petitions of those similarly dressed, and often didn’t even bother to read the petition before signing!   

Numerous studies conclude that your audience is most responsive to individuals who dress and act similar to them. Researchers McCroskey, Richmond, and Daly say there are four parts to similarity: attitude, morality, background, and appearance.  Of the four similarity factors, attitudes and morals are always the most important.  Power Persuaders are always looking for similarities or common beliefs to form the basis of common foundations with their prospects. We want to be persuaded by those who are like us and with whom we can relate.  We see real-world examples of this in advertisements. We want to see people we can identify with, and the advertising execs accommodate us. When we see a particular commercial, we think, “Hey, he is just like me! He is also Broke!  That couple has a messy, cluttered house, too.” We see ads showing the average Joe or Jill because they create that similarity.   

Your audience will connect with you when they perceive the similarity.  O’Keefe found two important points regarding similarity and persuasion. First, the similarity must be relevant to the subject or issue being persuaded. Second, to persuade someone, the similarities must involve positive rather than negative qualities.  

The bottom line is we are interpersonally connected to others when they possess similar values and beliefs. 

Check out this episode!

Episode 183 – Emotional Hijacking and Toxic People

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.  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.   

Check out this episode!

Our Tools

Lets Connect!