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Episode 264 - That Secret Chemistry of Charisma – Keys to Presence #5

Do you have that chemistry? Do you feel charismatic? Do you radiate optimism? It is no secret that the majority of the wealthy and successful business executives attribute their success to their optimism and attitude more than any other factor. How can you inspire, how can you transfer charisma if you don’t have the right attitude or optimistic outlook. Your attitude about the rain on your Hawaiian vacation can ruin your vacation or make it more fun and more memorable. Groups are often...


Episode 263 - Winning Over Your Prospect/Audience - Keys to Presence #4

Can your prospect sense your fear? Are you sure? Confidence is a trait that increases charisma, influence and attracts people to you. People love to follow and be influenced by others, when there is confidence in you and in your abilities. Most people you meet suffer in the self-confidence arena, but your high confidence tends to make up for it. Confidence breeds trust. Demonstrating confidence in your field, in your industry and in your life, increases confidence in you. The people we...


Episode 262 - The Allure and Appeal of Power – Keys to Presence #3

Power increases your charisma and ability to influence. When we have certain forms of power, that power increases our perceived charisma and increases our ability to influence. When we have legitimate forms of power, people will be more willing and want to take action. Nearly every organization has some type of authority structure. There are rules (written and unwritten) that dictate how people react to power and authority. There are many forms of power and when used in the wrong way that...


Episode 261 - The Charm Factor in Charisma – Keys to Presence #2

One element that increases your presence, charm and likability…..Is humor. Great persuaders naturally develop rapport while using humor. It is very unlikely that your audience will feel angry, depressed, anxious, guilty, or resentful while enjoying your humor. Your humor can have a domino effect of goodwill and of instilling positive emotions in your audience. If you can help your audience members to feel happier, you will in turn open the locked doors of persuasion and influence. Humor...


Episode 260 - Ways To Captivate and Influence Your Audience - Keys to Having Presence #1

Do you have Presence? Are you able captivate your audience or prospect? You can tell when you meet a charismatic personal and when they enter a room. People are drawn to them because deep down people want to be passionate about something and when they see that passion in your eyes, you become more charismatic. They sense that you can help them and improve their lives. This does not guarantee everyone will like you, but they will respect you for your conviction and your passion. Passion is...


Episode 259 - How Touch Increases (and Hurts) Influence and Rapport

Touch can help you influence and connect with people. Touch can be a very effective psychological technique. Subconsciously, most of us like to be touched; it makes us feel appreciated and builds rapport. It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way. In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. Touch increases influence. When you...


Episode 258 - Ways To Get People To Like You - Without Talking

We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side we have all met someone that rubbed us the wrong way or repelled us. We instantly did not want to be around them. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. This disconnect closes the door to persuasion. NINE WAYS TO MAKE PEOPLE LIKE YOU WITHOUT SAYING...


Episode 257 - The Primacy and Recency Effect – The Cement Dries Fast

We’ve all been told, “Never judge a book by its cover.” Yeah, right. Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing them into boxes. There are many boxes—sharp, strange, weird, intelligent, dense, geeky, powerful, annoying, and more. 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...


Episode 256 - The World’s Biggest Subconscious Trigger Zone – Las Vegas Casinos

Why is it so easy to lose at a casino? Why do they know about human nature that you don’t? It is all about the subconscious triggers. In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's behavior is associated with a subconscious feeling. In other words, most behavior is done for reasons a person hasn't even fully formulated. Whether we realize it or not, we love shortcuts to thinking. When we buy an item, we don't always...


Episode 255 - FBI Hostage Negotiation Skills - Chris Voss Interview

Want to negotiation tips from a FBI hostage negotiator? What negotiation tools are working? Which tools lost the value? Listen to this interview with Chris Voss. Meet Chris: Prior to 2008, Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, as well as the FBI’s hostage negotiation representative for the National Security Council’s Hostage Working Group. During his government career, he also represented the U.S. Government at two (2) international...


Episode 254 - Negotiation Bootcamp

How do you get a raise? How do you strategically negotiate a raise to earn what you are worth? Or is it better to persuade? What is the difference between the two? Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With persuasion, there is no compromising, as there is in negotiation. Rather, the other party willfully and enthusiastically abandons their position to embrace yours. The other party clearly sees the gains and advantages...


Episode 253 - 10 Sales Questions Everyone Needs in Their Influence Toolbox

Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Power Persuaders. Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out what your prospect needs. Questioning is a very diverse and useful tool. An important study observed hundreds of negotiators in action in an attempt to discover what it takes to be a top negotiator. Their key finding was that skilled negotiators ask more than twice...


Episode 252 - NLP: Fact or Fiction

What is NLP? Neuro-linguistic programming, or “NLP” as it is called today, is a very interesting science. NLP was first developed by UC Santa Cruz professor John Grinder and graduate student Richard Bandler. Its basic premise is that one’s thought patterns, beliefs and attitudes can be used to “preprogram” actual experiences that are yet to happen. NLP is very focused on how we think, what influences the way we think, and how we structure what we think. Subscribers to the science are...


Episode 251 - Mind Control Explained

Mind Control and Expectations We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you've been introduced to someone. Usually, if they introduce themselves by their first name, then you do the same. If they give their first and last name, you do likewise. Whether you realize it or not, you accept cues from others regarding their expectations and you act accordingly. Similarly, we...


Episode 250 - Do Goals Destroy or Inspire Success

The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? What is their mental process before, during, and after the persuasion cycle? This mental aspect is one of the most important (and usually neglected) traits of success. Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to make these things happen....


Episode 249 - The Science of Human Motivation

There are only two things that motivate us in life: inspiration and desperation. We either move toward that which inspires us, or we move away from that which fills us with despair or discomfort. Most people only use desperation’s motivational energy. Any persuader can motivate an audience with desperation, fear, and worry. The problem is that motivation spurred by desperation does not last. People who are moved by desperation or fear are typically so preoccupied with what they’re trying to...


Episode 248 - If Your Personal Slump Continues - Plan B

Life Alignment When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your life will either help or hurt the rest of your life. Our aim is to get all aspects working together to create a high-performing fund. Realize, however, that you can invest too much in one aspect of your life. When you do, you can get unbalanced just like a tire on a car. Even too much of a good thing can lead to disaster. As you invest in...


Episode 247 - 247 - How To Get Out of That Slump and Increase Motivation

Getting Over That Slump (personal or team) Anytime you’re in a leadership position, you are faced with the question of how best to motivate yourself and those who work under you. There are countless philosophies and ideas out there, all claiming to be exactly what you need. The truth is, there is no one perfect answer. What works at one time will not always work the next time. There are team dynamics that you must always be in tune with. This Type of Exercise May Help Relieve...


Episode 246 - The Perfect Persuader - Prospects Reveal Preferences

We usually explore the obstacles and mistakes in the world of average persuaders. Now I want to look at the flip side. We'll look inside your audience's mind and reveal all the things that Advanced Influence research tells us "persuadees" love about their persuaders. You will notice that some of these qualities are emotion-based. You made your audience feel good about themselves or comfortable about you. There's nothing here about price, quality, or warranties. These traits keep the brick...


Episode 245 - Sales Mistakes Costing You Money

The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader (especially me). I have met many very skilled persuaders, but none that have completely mastered all that they were capable of achieving. This is understandable. It's demanding enough just to keep up with the...