Times are changing. There is no doubt we have more options. Communication over the phone poses unique challenges. A first impression over the phone is just as important as in face-to-face contact, but the first challenge is that your audience can't see your face, body language, or presence. Everything about you is being judged entirely through the phone. Hybrid B2B Sales Will Be The Norm By 2024. How To Embrace The Future Of Sales Now. The challenge is the phone sales call is slowly eroding away...
Apr 06, 2023•21 min
So, there is this difficult conversation you need to have. You know that person is going to get emotional. You might even feel a chance that you could get a little angry or they could trigger another negative emotion. How is your EQ - Emotional Intelligence? Can you read their emotions? Can you control your emotions? There is a fine line between logic and emotion. To influence someone, you have to have both. Emotions will override logic every time. I am going to assume that you can form a logica...
Mar 29, 2023•21 min
Based on over 20 years of study, research, and experience in the field, my findings astound even me. People aren't won over by tactics and gimmicks. In fact, they 're are tired of them. A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try to take advantage of you if they got the chance. When asked what they thought about persuaders, only 32 percent of respondents said, "I have a positi...
Mar 21, 2023•21 min
Stories are powerful tools for persuaders. Compelling storytelling automatically creates attention and involvement with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when we suddenly perked up and started to listen because the speaker had begun to tell a story. We sat up, listened attentively, noted what was being said, and wanted to know what would happen next. The ability to tell a story is a powerful...
Mar 15, 2023•21 min
Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling a positive emotion, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood or feeling a negative emotion, chances are much higher they will say no. A good state is a huge advantage to you when it comes to persuasion. Great persuaders create the right state. 13 Amazing Facts About Costco's Roti...
Mar 08, 2023•20 min
FOMO or the fear of missing out, is human nature 101. When anyone feels their freedom to act or choose is restricted, they will attempt to restore it. With this restriction or fear, we are psychologically driven to latch on to something we fear will be restricted even more. Suddenly, that restricted item or information is even more important to us. Can you judge trustworthiness based on looks - Rice research says no Join me for this week's podcast on FOMO vs Trust - 10 Ways To Create Instant Act...
Feb 22, 2023•22 min
We think we are logical creatures, but most of the time, we don't know why we do what we do. The majority of influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on unconscious emotional reactions. Conscious and Unconscious Thought Processes So how should you sell the brain? How can you understand what is happening in the unconscious mind? Can you leverage this knowledge to ...
Feb 16, 2023•20 min
Sales professionals use words carefully. They know that one wrong word can send their prospect's mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation. Words also have a strong bearing on how we remember certain details. In one study, subjects were asked if they had headaches "frequently" or "occasionally." Those interviewed with the word "frequently" reported 2.2 headaches per week, while those interviewed with t...
Feb 07, 2023•22 min
Having courage (or being brave) does not mean you don't feel fear. It means you have the heart and emotional stability to face the fear and do what's needed anyway. This is a process of learning about yourself—who you are and what you are able to do. Identifying your weaknesses, changing your habits, and fixing your attitude all require personal bravery. Courage is about helping yourself and helping other people become better, knowing as you grow and help others develop that you could be subject...
Jan 25, 2023•22 min
Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever. Twenty years ago, the mindset was: "I trust you; give me a reason not to." Now the mindset is: "I don't trust you; give me a reason why I should." Trust is at an all-time low and still falling. Global Trustworthiness Index 2022. The Most And Least Trusted Professions In America Lawyers per Capita by Country 2023 Trust is also magnified or diminished based on your occ...
Jan 18, 2023•21 min
These skills are essential in persuasion and leadership. What about managers and politicians? Are they leaders? Do people trust them? Probably not. What needs to change? Join me for this week's podcast on Why Politicians Are Not Leaders And Have Low Trust. Why Democracy Produces Incompetent Leaders – And How to Fix it Discover how to adjust your influence/leadership style. Find out if you are a true leader or one of those politicians/managers. Let's become true charismatic leaders....
Jan 11, 2023•20 min
We were taught through the years that closing skills were all you needed to persuade and sell. You had to learn more closing skills if you did not sell enough people. 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? 24 Sales Mistakes to Avoid in 2022 (and Beyond) When closing skills are used at the wrong time, in the wrong place, or with the wrong per...
Jan 05, 2023•21 min
"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal. Then a second smaller and more reasonable request is made. People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better. Does the Door-i...
Dec 21, 2022•21 min
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 yo...
Dec 14, 2022•21 min
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 Negot...
Dec 06, 2022•22 min
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 years...
Nov 30, 2022•21 min
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 ...
Nov 21, 2022•23 min
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 pl...
Nov 16, 2022•21 min
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 wee...
Nov 08, 2022•21 min
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 The...
Nov 03, 2022•22 min
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 sense...
Oct 27, 2022•21 min
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...
Oct 11, 2022•21 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? 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 on...
Sep 30, 2022•22 min
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 ...
Sep 22, 2022•21 min
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 "negotiation...
Sep 14, 2022•21 min
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? ...
Sep 09, 2022•20 min
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...
Sep 01, 2022•21 min
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 ...
Aug 26, 2022•19 min
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...
Aug 11, 2022•21 min
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 no...
Aug 04, 2022•20 min
