Episodes

During each persuasive encounter, you must be careful with what gestures you use and don’t use. Your gestures can attract your prospect and build trust or repel them and trigger distrust. When you are aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport. You can create positive subconscious triggers. If you don’t have to understand these nonverbals, you could come across as lying or nervous. Masks can put cognitive performance in check Are y...

What dirty mind games do people play during negotiation and persuasion? What do they use to intimidate or change your perception of reality? They tactics are not to use but help you be aware of when someone is trying to use these dark tricks to get their way. Psychological Power is people's ability to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. 10 Moves to Reduce Deceptive Tactics in Neg...

What does it take to persuade with power in any encounter? Think about it. When was the last time you didn't get something you wanted? What happened? Did you fail to get your point across? Were you persuaded by someone else? Our understanding of persuasion and influence has changed dramatically. In the past, we did not know or care how consumers thought or what prompted them to buy or take action. The challenge is that many of persuasion rules and sales are changing fast. What worked a few year...

The mental trigger of potential loss causes such great anxiety in people that they act to prevent the loss—even though they might not be completely interested in the product itself. Imagine making a decision where you have all week to make up your mind, and you have the reassurance that when you return tomorrow, the item will still be available at the same good price. You could take days, weeks, or months to make that decision. How do you create legitimate scarcity? How do you make them feel it...

Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, enables you to create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and motivate people. Appropriate use of humor increases trust in your audience. Another aspect of humor is the smile. A smile is free, generates a great first impression, and shows happiness, acceptance, and confidence. Your smile shows you are p...

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us 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. Language misused will trigger the wrong response and decrease your ability to persuade. ‘Annoying’ people say these 75 things, according to Reddit users I take a deeper dive in this we...

Have you heard about foot-in-the-door" (FITD), or the "sequential request theory? Basically, it is a means of using a person's self-perception to motivate them to take a desired action When an individual complies the first time, they perceive themselves to be helpful. If they are asked to comply a second time in an even greater way, they are more likely to consent. The key to using FITD is getting the person to initially agree to a small request. Join me for this week’s podcast on Triggering Th...

You could have the greatest product in the world, but if there is no trust, there is no sale. Trust can be ambiguous, but certain things are pretty clear: 1) You can’t get others to trust you unless you first trust yourself; and 2) your message will not be convincing to others unless it’s convincing to you. Whenever someone tries to influence us, in our minds, we ask ourselves, “Can I trust this person? Do I believe him? Is she concerned about me?” We are less likely to be influenced if we sens...

Not only do charismatics use your gestures in the right way, they also have the ability to read and interpret nonverbal gestures. You can read people like a book and obtain the knowledge you need to adjust yourself and your presentation based on what body language you are reading. When you can read and be aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport. You can create positive subconscious triggers. If you don’t have control of your nonv...

What makes someone successful? Why do some people achieve wealth while others don't? How can we predict who will make it big, who will barely make ends meet, and who will fail? How do we quantify the characteristics of highly successful people? Emotional Intelligence Has 12 Elements. Which Do You Need to Work On? Given that increasing your EQ is critical for your success, you need to master this skill. Influence is on1 of the 12 areas of Emotional Intelligence. Join me for this week’s podcast o...

Imagine that there is a giant rubber band inside of you. When dissonance is present, the rubber band begins to stretch. As long as the dissonance exists, the band stretches tighter and tighter. You've got to take action before it reaches a breaking point and snaps. The motivation to reduce the tension is what causes us to change; we will do everything in our power to get back in mental balance. Sleepless And Selfish: Lack Of Sleep Makes Us Less Generous We like to feel a level of consistency in...

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 point of view. With persuasion, there is no compromising as there is in negotiation. While persuasion is the ultimate ideal, anytime any one of us presents our ideas, the other party is often equally committed to their convictions, thus making negotiation the next best path. When we hear the word “negotiatio...

Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a massive advantage to you when it comes to persuasion. Great persuaders create the right mood. Leading with Humor Using humor is the fastest way to get someone in the right state. Yes it works and yes, you can get better?...

Do you know how long waiting times affect persuasion? Do they bave a negative or positive influence? Listen now to see how waiting is either helping or hurting your persuasion. Psychology of Waiting Lines Starbucks still has a problem with long lines Long Waiting Times Cost You Sales

Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but here is the issue: Your audience will buy for their own reasons and only their reasons. How managers can spark, not squelch, our motivation They don't care about why you like the product or service. They don't care how much you know about it—don’t bury them in detail. The more you...

Do you think people are trying to flatter you into submission? Are they using manipulation tactics and want to know how to resist. Are you seeing signs of gaslighting and feel like they want to take advantage of you? Let me give you the answers. How to Spot Manipulation Tactics, gaslighting, coercion Join me for this week’s podcast on Resisting Manipulation And GasLighting – The Dark Side of Influence

A poll with your prospects found that Trust is at an all-time low. Their default setting is not to trust you. In fact, only 12 percent of the prospects trusted their persuaders, while 88 percent of the persuaders felt they had established trust with their audience. Wow, what a disconnect. It’s harder to gain credibility nowadays than in the past. Are you good at what you do? Bragging about it could make people trust you less Are you credibile? Are you sure? You say yes, and your prospects say ...

Our task is not only to realize humor’s profound influence but also to develop the necessary skills to use it powerfully and ethically. As you become more and more skilled at incorporating humor into your presentations, you will discover that humor almost always has a place. Humor puts your audience in a good frame of mind. Your audience is in a good disposition and less likely to disagree with you. When you develop rapport with your audience, they will like you more. Humor also increases trust...

Most people don’t address why it is taking so long to achieve their goals or find their success. The first step is always self-discipline. When we hear the word self-discipline or willpower, we tend to get a little tense, tune out or think about something else. We think of all our bad habits, things we don’t want to do, or all the times we tried to exercise willpower and failed. It is something we are constantly working on and can never neglect. Cinemark link How Far Away is the Moon? What can ...

Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is not constantly saying positive things to yourself and then hoping they will come true. Rather, true optimism is a state of mind that dictates how you look at the world. An optimistic view of life and the world around you can inspire hope and courage in others. We all want to f...

How did you learn what you know about money? You likely picked it up, a piece here, a tip there. You absorbed attitudes from your parents and from the media. You absorbed the examples of friends. You proceeded through trial and error—the school of hard knocks. You learned haphazard, mostly wrong, and certainly out of context. Money is one of the most important subjects to study in your entire life. Some of life’s greatest enjoyments and most of life’s greatest disappointments stem from your m...

By adding Expectations to your persuasive toolbox, you can change your audience's expectations of you—and their expectation of buying your product, service, or idea—and you will be infinitely more persuasive. Staring at yourself during virtual chats may worsen your mood The challenge is you are creating negative expectations – they feel the desire to say no because of your mindset, body language, or word choice. When we suggest (subconsciously) that it is OK to say no – they do. Join me for thi...

When you become a great Persuader, you will learn to love objections. You will understand that when people voice their objections, it indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. These skills will help you in every aspect of your life. Praise and intelligence: Why telling kids they are smart make them a...

Life is change; persuasion is change. As a Persuader, you must be able to create and motivate change. Understanding human nature is knowing that most people will resist change and burrow into their comfort zones. We tend to follow the path of least resistance. BUT when done it the right way, people are very accepting of change. Mood Has Less Control Over Behavior Than We Think Those are some good fundamentals to change, BUT most persuaders want to get it done better and faster. How can you get ...