Can you influence others to be part of a team? Are you a leader or a manager? What is the difference? A manager, you do things because you have to. A leader, you do things because you want to. So, what type of leader are you? Each type of leadership has different benefits and drawbacks. Each leadership style will depend on your personality, culture, and industry. The key is that no matter your leadership style, you can add the elements of charisma. Servant Leadership Theory Harvard Charisma Join...
Jul 26, 2024•21 min
Have you ever felt like all eyes were focused on you after a social mishap, a presentation, or a wardrobe malfunction? That's the Spotlight Effect in action, where we overestimate how much others notice our actions, mistakes, and appearance. Psychologist Thomas Gilovich's research highlights this part of humanity with an interesting experiment. Have You Fallen Prey to the "Spotlight Effect?" Join me for this week's podcast on How To Identify And Use The Spotlight Effect To Influence And Get The ...
Jul 18, 2024•20 min
Just showing up and winging it, destroys your confidence and ability to seal the deal. Preparation lays the foundation for a successful negotiation. Thorough preparation allows negotiators to understand their goals, identify their tools, and establish clear objectives. Scent of a friend: Similarities in body odor may contribute to social bonding Do you want a negotiation structure to follow during the negotiation? Have you done your preparation? It is essential to follow a formula for a successf...
Jul 10, 2024•21 min
Military interrogators worldwide are like skilled chess players, understanding human psychology to uncover valuable information. They don't rely on luck but on calculated strategy. Let's dive into the world of interrogators. Going to bed after this time could lead to poorer mental health, a Stanford study finds Can you use these techniques to persuade and influence? Absolutely. Join me for this week's podcast on Military Interrogation (Influence) Techniques and discover how to adapt proven inter...
Jul 04, 2024•21 min
The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition? Our cognition is a mental process that uses thoughts, beliefs, experiences, and past perceptions. That means when people behave in a manner that is inconsistent with these cognitions (beliefs, thoughts or values), they find themselves in a state of discomfort. In this uncomfortable state, they will be motivated to adjust their behaviors or beliefs to regain menta...
Jun 27, 2024•21 min
We all need more appointments, and we all want more of them. How do we get more appointments or interviews? The key is to eliminate the things you are doing that are getting you that, NO, that dang rejection. These simple changes will improve your chances of getting that appointment/interview Nearly 4 in 10 employers avoid hiring recent college grads in favor of older workers A boss who uses a 'coffee cup test' to filter candidates in job interviews is being accused by some social media users of...
Jun 19, 2024•21 min
Do you repel people? Are you being offensive, pushing too hard, or saying the wrong things? As I interview prospects who have said no, the responses I get are interesting. They told you it was too expensive, and they toldl me I did not trust them. Statistics show that this is happening to you. Let's get into some of these complaints and things you could be doing that repels the people you are contacting. What are those common persuasion mistakes, and sales blunders costing you money? Why Some De...
Jun 13, 2024•21 min
Who's the better persuader? Is it the lively Extroverts thriving on social energy? Or maybe the contemplative Introverts harnessing the power of introspection? Could it be the versatile Ambiverts, navigating seamlessly between both worlds? Or perhaps the enigmatic Omniverts, fluctuating between the extremes? Rethinking the Extraverted Sales Ideal - The Ambivert Advantage Think about it - your vote might align with your personality trait. If you're an introvert, you might swear by the subtle powe...
Jun 05, 2024•22 min
Twenty years ago, a team led by Giacomo Rizzolatti at the University of Parma in Italy made a radical discovery: mirror neurons. These specialized brain cells were found in Macaque Monkeys and would activate when the monkey performed an action and when it observed another monkey performing the same action. Mere agreement A similarity-based persuasion mechanism You can create more engaging, relatable, and persuasive sales interactions by understanding and using mirror neurons. Want to discover ad...
May 29, 2024•21 min
Recognizing manipulation can be easy to identify - if you know the signs. Listen to this episode too learn about some indicators that may indicate you are being manipulated. More feelings of misinformation more news avoidance fake new So, how do you know if you are being manipulated? Why do people manipulate? How do you handle a manipulator? Join me for this week's podcast on Are You A Master Manipulator? What is your Presentaion IQ? Find out HERE for FREE...
May 22, 2024•20 min
There is a big difference between a genuine question of concern and an "I'm done with you" objection. Is it a sign of interest or resistance? That is the key question. When your prospect presents every objection in the book, such outright resistance should be a red flag to you. In other words, you are probably going down the wrong road by not properly reading your prospect. What this person is really saying is: "Go away. I have heard enough. I don't see where or how this can help me." Great pers...
May 15, 2024•21 min
Using meteoropathy (weather sensitivity) as a sales tool involves understanding and leveraging the impact of weather on individuals' moods, behaviors, and purchasing decisions. 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 huge advantage to you when it comes to persu...
May 07, 2024•20 min
Voice plays a critical role in influence. [i] How we say the words we choose is just as important as the words themselves. Our voice is a powerful instrument that can motivate the troops or lull them to sleep. There is a vast difference between presenting and persuading, informing and influencing, and communicating and convincing. How the voice persuades What are the other areas of vocal variety or paralinguistics? There still is another 3 critical areas of adapting your voice to become more per...
May 02, 2024•20 min
Dealing with a manager who won't give you the time of day and is distant can be challenging, but there are always tools you can use to improve the situation and create a more positive working relationship. On this episdode we will discuss some techniques to consider. Rethinking Groupthink It's important to remember that you may not be able to change your manager's behavior immediately, but you can control how you respond to it. Sometimes, we can't control a prospect who is resistant, a resistant...
Apr 25, 2024•22 min
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. The Energizing Effect of Humor You can create a positive experience for your customers by encouraging them to share information about their networks, and give you more recommend...
Apr 17, 2024•21 min
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! 9 Tips To Improve Your Concentration This study conducted by Swiss and Italian academics revealed that OpenAI's GPT demonstrates higher persuasive capabilities in debates compared to humans. Chewing Gum: Cognitive Performance, Mood, Well-Being, and Associated Physiology By leveraging AI tools to a...
Apr 11, 2024•20 min
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. To Grasp Metaphors, Our Brains Get Touchy-Feely Metaphors are influential because they enhance understanding, evoke emotions, and persuade below the ra...
Apr 04, 2024•20 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. 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. Lack of focus doesn't equal lack of intelligence — it's proof of an intricate brain Join me for this week's podcast on Using Words To Read Your Prospect And Adapt Your Persuasive Presentation. ...
Mar 27, 2024•21 min
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 Anchoring Effect and How it Can Impact Your Negotiation The key is not to offend your prospect, but to adapt these strategies that create value and a positive experien...
Mar 20, 2024•21 min
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! Selling Kids On Veggies When Rules Like Clean Your Plate Fail vegetable As you embark on your journey to becoming a Power Persuader, you'll come to embrace objections as opportunities. Why? Because...
Mar 13, 2024•21 min
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. Shame: The Quintessential Emotion Guilt vs. Shame: How Are They Different It's essential to recognize that the use of guilt and shame as persuasive tactics can have negative consequences, including emotional harm, strained re...
Mar 05, 2024•22 min
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. Power Of Charisma Audios...
Feb 21, 2024•21 min
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 present...
Jan 30, 2024•20 min
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 proc...
Jan 18, 2024•26 min
So, is that power of charisma good or bad? I would say is gravity good or bad? Just like gravity, charisma is neutral. It is how you use the power that will define you as good or bad. Some say Adolf Hitler, Charles Manson, Mussolini had charisma. Sure they did have many of the tools of charisma. 6 Questions Reveal How Charismatic You Are There are many cases of someone who had some of the skills of charisma and they used them in an unethical way. Let's think about this. You could probably count ...
Jan 11, 2024•21 min
We live in a world where people are less trusting, more cynical, and full of skepticism. Corporate loyalty is a thing of the past. Belief in government has eroded away. Everyone around us is confused, overwhelmed, and more difficult to influence and lead. Now more than ever, charisma is a vital and critical life skill. Can charisma be taught? Tests of two interventions. Restaurant Tap Water Test Joke The challenge is that some think they have the Rizz (charisma) but don't. Just because you can g...
Jan 04, 2024•20 min
Do You Attract or Repel Others? It's Either The Rizz or Fizz. The skill of charisma can propel you into leadership and success. When someone is charismatic, they can connect, bond, and lead everyone and anyone. Charisma allows you to be more efficient and effective. Think about this. It could be you if others aren't responding to you or your influence. Sure we like to say it is them, but when you do not influence others, are empowered by you, or even want to help you – it is you. Remember: When ...
Dec 20, 2023•21 min
Have you ever noticed how some people can lead without effort? People instantly like them and want to be around them. Have you seen them enter a room, and everyone notices? Have you seen people always get what they want, and everyone around them wants to give it to them? How do they command attention and influence with everyone they meet? This is the power of charisma, and you will see that charisma can and must be learned. Rizz is Oxford's word of the year for 2023 Charisma is the ability to em...
Dec 14, 2023•20 min
When negotiating, you have to be prepared for anything. You need to know the ins and outs, the wants and needs of both sides. The more you prepare, the more knowledge you have, and the better deal you will get. How to Spot a Manipulator in 5 Seconds or Less Negotiation is part of everyday life. As they say - You deserve what you negotiate. The challenge is negotiation has changed. Many people are using some old-style, outdated, cheesy tactics that need to be retired. Join me for this week's podc...
Dec 06, 2023•21 min
Knowing when to shut up and stop talking in persuasion is a major blunder. Are you able to take their temperature, gauge their interest, or respond to their needs? Are you the data dumper (Vomit) and overwhelming them with too much information? What signs or signals are you looking for when wrapping it up and asking for their business? When Is It Time To Shut-Up? By paying attention to these cues, you can determine exactly when it is time to close the sale or get the yes. You must continually ta...
Nov 30, 2023•21 min
