We can't fix this habit in ourselves or in our prospects until we understand the WHY of procrastination or the WHY or putting things off. While there are many different psychological factors motivating a person's tendency to procrastinate, the number-one reason is fear of failure or rejection. We often exhibit avoidance, reluctance, apathy, and rationalization when we are afraid. Does your prospect take their sweet time to get you a decision? Do your kids put things off until the last minute. Do...
Jun 09, 2020•21 min
No one can follow through on an act or message without first thinking or seeing in his or her mind that it is possible to accomplish it. You can mentally achieve participation by helping your audience visualize and see in their mind how your product or service will help them. Another key aspect of creating an image or vision in their mind is to use metaphors and similes. These persuasion power tools instantly create an image in the mind. They also help with objections and hard to understand conc...
Jun 02, 2020•22 min
As a persuader, you need to help your audience be one step closer to taking action. As a Power Persuader, your goal is to decrease the distance someone has to go to reach your objective. Your task is to make it as easy and as simple as possible. You need to decrease the mental, social, or physical distance they need to travel to be persuaded. Do you want to know how to simplify the persuasion process? How to make it easier for them to say yes? How to decrease the distance with your prospects? 4 ...
May 27, 2020•20 min
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? Are you prone to feeling guilty? Then you're probably more trustworthy, study shows Sales Hacks Great persuaders don't even have to use closing techniques. That's because their audience is ready to purchase before the end of the conversation has even bee...
May 20, 2020•24 min
The Law of Involvement suggests that the more you engage someone's five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you'll be. Your prospect's could listen to an entire presentation and not feel or do a thing. How do you keep attention during this new world of online meetings? We have Zoom, Gotowebinar, and Skype to add to our persuasion arsenal. How do you keep people engaged during these meetings. How do you in...
May 12, 2020•22 min
The great persuaders I have found and interviewed are happy people. They love and enjoy life. They are very successful. They attract people to them. How does society define success? By fame, fortune, achievement, or material wealth. When Likes Aren't Enough: A Crash Course in the Science of Happiness Notice that every single one of these measures is external. None of them has anything to do with inner peace or purpose. We think we will be happy when we finally make our fortune, graduate from col...
May 06, 2020•20 min
Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, "I'm just looking; I'll come back later," or "It's too expensive," or "I have to talk to my spouse before I decide." How Passion For Your Job Can Backfire There are things you are doing right ...
Apr 29, 2020•21 min
Why do you get so much resistance, especially when it is a no brainer for them to say yes? It usually comes back to a bruised ego or low self-esteem. It can be easily fixed with a little praise and understanding of human nature. Most people don't praise because they are concerned it will appear phony, their prospect won't believe them or they might even get upset. Impostor syndrome is more common than you think Have you ever heard of Imposter Syndrome? Do you have it? Do you work with people tha...
Apr 22, 2020•21 min
What skills do you need to influence in these crazy times when everyone is full of fear, doubt, and despair? You need to have personal courage and radiate confidence in your prospects. The Latin root of the word courage means heart, bravery, will, and spirit. People eat more when dining with friends and family How do you get your prospects to have more courage, overcome their fear and make a decision? How do you provide a safety net that provides confidence for them to move forward? What are the...
Apr 17, 2020•20 min
The question of the day is about mood. Does your prospect's mood affect your ability to influence them? Does your personal mood affect our ability to persuade others? Let's find out! Mood plays a major role in how people make decisions about time management Learn to be aware of their moods and your attitude. Great persuaders know when it is time to help your prospect change their mood. How do you change their mood and even switch your mood? Join me for this week's podcast on How Mood Helps Or Hi...
Apr 09, 2020•20 min
Want Success? Want Wealth? Wondering what is taking so long? The formula is simple. Start thinking, acting, and doing what successful people are doing. Success is an open book test. Time to get the answers. The key is to model professional athletes or millionaires. We call this the "success mindset" or "mental programming." marshmallow experiment Join me for this week's podcast that will get you back on track on how to inspire others (and yourself). How To Inspire And Energize Anyone Podcast....
Apr 01, 2020•20 min
Great persuaders are great communicators. Well-known motivational speaker and best-selling author Jim Rohn said it best: "When I learned how to effectively persuade and communicate, my income went from six digits to seven digits." Your communication skills are critical for your success, yet this is another set of overlooked skills that are not effectively taught in school. Communication includes phone skills, face-to-face interactions, group presentations, and even email. Emotionally intelligent...
Mar 25, 2020•21 min
Closing skills were the big thing twenty years ago. We were taught that closing skills were all you needed. If you did not persuade enough people, you had to learn more closing skills. Nowadays, sure, it's nice to have a few closing skills in your persuasion toolbox, but shouldn't you spend more time opening up your audience before you even think about closing a deal with them? Join me for this week's podcast interview with Jeremy Miner. We explore NEPQ Selling. Discover why closing no longer wo...
Mar 19, 2020•27 min
More than anything else, passion recruits the hearts and minds of your audience. Great persuaders radiate heartfelt passion. When the audience can sense your passion and genuine conviction for your cause or product, they will emotionally jump on board. We all love people who are excited and filled with believable zeal for their subject. Passion is critical to influencing others, yet less than half of all persuaders interviewed have a passion for their product or service. Nearly 40% of beer-drink...
Mar 12, 2020•20 min
Great persuaders know and understand how to use different forms of power, but if you're like most people, you just cringed at the word "power." Is power something we're really allowed to talk about? Is it good or bad? Can we have power over our audience? Eyes and citrus smell could help cut hospital infections There are many other positive forms of power that can be used during the persuasion process. You will be surprised how many different kinds of power exist and how you can add them to your ...
Mar 04, 2020•20 min
Do you suffer from the Wobegon Effect? What is it that you've been telling yourself and everyone else you do really well, when in fact you don't do it well at all—or at least you're not above average, as you've been trying to convince yourself and everyone else? Join me for this week's podcast on 10 Sales Mistakes Costing You Money. Find out what mistakes you are making (and don't even know it) and how to fix those mistakes. New Research Suggests We Shouldn't Trust Facial Expressions...
Feb 27, 2020•21 min
Let's discuss how the fear we all have can destroy your ability to persuade and influence. We all experience rejection in small doses every day. But what about when we persuade for a living? Rejection seems to take a higher toll. We avoid rejection like the plague, but it affects your income. Running away from the rejection solves nothing. Letting our fears overtake us and paralyze us also solves nothing. People bend truth, even at personal monetary cost, to avoid appearing dishonest Do you have...
Feb 19, 2020•20 min
Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get the last one on the shelf. The more the scarcity of an item increases, the more the item increases in value, and the greater the urge to own it. Now the key with scarcity and urgency is in the application. There are key elements that have to be implemented to make sure scarcity works. Most people...
Feb 12, 2020•20 min
Commitment has a lot to do with perspective. When you consider your personal perspective, do you see the big picture, or are you swept up by the whims of the moment? You have to make sure your perspective is rock solid; otherwise, your commitments will be flimsy. We all know that when someone says, "I'll try," it will never happen. "I'll try" versus "I will" are two different attitudes. With one, you are committing. With the other, you're leaving yourself room for a way out. Make sure the commit...
Feb 04, 2020•22 min
Join me for this week's Podcast on How To Apply Behavioral Design to Persuasion. We will discuss the two simple psychological shifts that will increase your ability to influence. Discover how to get your prospect in the right "MindState" that will open the doors to persuasion. I also interview Will Leach, who wrote : Marketing to Mindstates." He said: If you're a salesperson, you can likely attest to the fact that selling is more difficult today than it's ever been. Landing that meeting with a p...
Jan 28, 2020•22 min
It is common sense to realize you have to keep your audience's attention in order to persuade them. If you lose them, you lose your chance for them to understand and accept your proposal. We know from our own personal experience that we tend to let our minds naturally drift when we are listening to other people. Another helpful tip is the primacy and recency effect. You should strategize the sequence or order of your presentations. Sometimes you should go first in the persuasion process. Sometim...
Jan 22, 2020•21 min
Great persuaders can maintain the attention of their audience. Research shows that people's attention spans are getting shorter and shorter. The moment you lose their attention, you can no longer persuade them. You could have a great Website, be a sharp dresser, publish a great brochure, or have any manner of impressive credentials. The reality is, however, that the number-one persuasion tool is you, and a big part of how you present yourself is through your communication. Long gone are the days...
Jan 15, 2020•22 min
It is not your new goals that will cause you to fail this year – it is how you motivate yourself to stay on track to keep your goals. Motivation is everything to a great persuader. Motivation is critical not only for achieving the big goals but also for making all the little steps in between. Unlimited Long-Term Motivation Join me for this week's podcast on how to consistently stay motivated to achieve your goals. The great news is this is also the same formula you can use to motivate your prosp...
Jan 08, 2020•20 min
Do you know when it is time to shut-up? Are you talking too much? Do you data dump, vomit or do the show up and throw up? Upward Physical Movement Brings Back Happy Memories 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. They don't care abou...
Dec 18, 2019•19 min
We have all heard that during the persuasion process you need to focus on getting the "yes" from your audience. Does that work? Is that true? The answer is – it depends. Great persuaders look for times when they can get affirmation from their audience. They engineer their persuasive message to get as many verbal, mental, or physical "yeses" as they can throughout their presentation. And there is good evidence to support this practice. Listen for all the answers!
Dec 10, 2019•20 min
The objection you get the most is the objection you still have. So you need to go back to the drawing board. Do you really believe in your product or service? Do you really believe it's worth that price? Do you really believe it's helping out, changing lives and making the world a better place? You have to believe in your product or service. What Your Desk Reveals About Your Personality Join me for this week's podcast as I take a deep dive into objections and how you are manifesting objections a...
Dec 03, 2019•20 min
Do you have RBF? I sure do. I have it bad. Do you know what RBF is? Well the nice version is resting brat face. The "B" is actually a word that is a little harsher. (I will let you google it.) What is RBF? Well, it is when you are neutral or unemotional – your face looks mean and upset. You look unapproachable. In this state, you will have a harder time with influence, building trust and creating a connection. This is more common than you think. So, how do you fix this RBF? Neuroscience Says Doi...
Nov 26, 2019•21 min
One of the biggest surprises in 20 years of influence research is the importance of self-esteem. We have to understand human nature and ego. Now, what is Self-esteem? Basically a simple definition is how much you like yourself. So what do we need to know? You need to understand the trend, that self-esteem is at a all-time low. Two out of three Americans suffer from low self-esteem and I'll put it this way. We all suffer from low self-esteem in some aspects of our life. Is it in a swimsuit? Is it...
Nov 20, 2019•21 min
Are you perceived as competent? Are you sure? You could be the smartest person in the room, but your verbal and nonverbal behavior could tell your prospects something else. Competence is your knowledge and ability in a particular subject area. Competency exists on many levels. When we are observing someone from a distance, or when we are meeting them for the first time and our experience with them is very limited, we subconsciously perceive and assign them a certain competency level. You are mor...
Nov 13, 2019•19 min
A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast. 7 Simple Behaviors That Make You More Attractive Do your prospects like you? Are you sure? How do you make sure you're really connecting? You want to be friendly, but not fake. You aim to be engaging, but not annoying. You're enthusiastic, but not overbearing. What are the 2 rapport building ...
Nov 06, 2019•20 min
