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Episodes

Episode 243 - Dark and Dirty Influence Techniques

6/21/2018
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Psychological Power: The Mind Game Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. Two (the other 10 are on the podcast) of the most common Psychological Power techniques are outlined below. # 1: Time Pressure People are slow at making decisions because they’re afraid of making mistakes. Negotiators hate to leave deals open-ended too...

Duration:00:22:47

Episode 242 - Dealing With Angry People

6/14/2018
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Anger is a secondary emotion. A prospect's anger is usually an indicator that something else is askew and that he needs or wants attention. When we are angry – we want attention or action now. You can assist in diminishing his anger by determining the key issue he is upset about. It is also often effective to ask for his help, opinions, or advice. This will usually diffuse his anger or even change his attitude and demeanor completely. In some circumstances, you may want to use anger to...

Duration:00:19:07

Episode 241 - How You Are Selling For Your Competition

6/7/2018
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The Brick Wall of Resistance 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." What you're really thinking is "I don't...

Duration:00:19:24

Episode 240 - Persuasion Darts

5/23/2018
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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 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 spout off about features, the more your...

Duration:00:23:20

Episode 239 - Trust Authenticity and Congruence

5/15/2018
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Great persuaders are congrooent, but what is congrooence? When things match, we don’t notice, but if something seems off, it grabs our attention either consciously or subconsciously. Just like the misspellings in the first sentence of this paragraph. You noticed it and your mind told you something was wrong with that word. Congruence is when your words match your actions. Agreement and harmony between what you say and what you do are paramount to instilling trust in those you work with....

Duration:00:17:51

Podcast 238 - The #1 Way to Create Instant Trust

5/8/2018
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You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. Take advantage of less direct or less self-proclaiming ways to show your audience how competent you are. For example, you can hang your degrees on the wall, have someone else give a brief bio, or have someone else offer his recommendation of you. You can borrow credibility from others...

Duration:00:19:34

Podcast 237 - How Your Confidence Becomes Arrogance and Destroys Trust

5/3/2018
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Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the difference? It’s all about the intention. Confidence is motivated by a sincere desire to serve—you can help make a difference, and you know you can do a great job. You know that you have the tools, resources, ability, and inclination to do the job that’s required of you. In contrast, cockiness is driven by a need to serve...

Duration:00:20:10

Episode 236 - The Perception of Competence and Trust

4/24/2018
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Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. 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. These assumptions are usually based on external things, such as their title, their position, their height, how they...

Duration:00:20:13

Episode 235 - How Self-Discipline Affects Trust

4/19/2018
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Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What do you do when no one is watching, when there is no one to impress? How do you treat people when you don’t need something from them? Character is also made up of such qualities as integrity, honesty, sincerity, and predictability. I consider solid character to be at the very...

Duration:00:20:05

Episode 234 - Why Trust Levels are Fallling (Trust Intro)

4/12/2018
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Whenever someone tries to influence us, in our minds we ask ourselves, “Can I trust this person? Do I believe him? Is she really concerned about me?” We are less likely to be influenced if we sense that the person trying to persuade us is driven solely by self-interest. Trust is the glue that holds the entire persuasion process together. Trust is created when you put your audience’s interests and wants before your own. Many times trust comes when your audience feels you are predictable....

Duration:00:21:23

Episode 233 - Do Guarantees Work?

4/3/2018
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The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for others, social proof is one of the most effective techniques that a salesclerk can use." Many salespeople find great success in telling clients that a particular product is their "best-selling" or "most popular" on hand because social validation increases their credibility of the...

Duration:00:20:07

Episode 232 - 5 Ways to APPEAR More Intelligent

3/28/2018
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Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. 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. These assumptions are usually based on external things, such as their title, their position, their height, how they...

Duration:00:18:12

Episode 231 - The Secret Sauce of Influence

3/22/2018
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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...

Duration:00:20:42

Episode 230 - How to Accomplish 10X more in Half the Time

3/14/2018
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Even for the strongest individuals, their commitment level or willpower is not always constant. Willpower is like a battery. As you exercise your willpower throughout the day, the battery power starts to decline. What drains your battery? Fatigue, negative emotions, low blood sugar, suppression of emotions, and even peer pressure will drain your willpower battery faster than anything else. An interesting study gives more credibility to this idea that willpower may actually be made...

Duration:00:20:23

Episode 229 - How To Deal The Heckler, and Indifferent or Hostile Audiences

3/8/2018
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Understanding different types of audiences will also help you determine their acceptance level. Following are some different categories of audiences and how to deal with each of them. The Hostile Audience This group disagrees with you and may even actively work against you. For a hostile audience, use these techniques: Find common beliefs and establish a common ground. Use appropriate humor to break the ice. Don't start the presentation with an attack on their position. You are only...

Duration:00:21:05

Episode 228 - The Art And Science Of Handling Objections

2/27/2018
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When you become a Power Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually 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. Check out this article: How to predict which...

Duration:00:20:56

Episode 227 - Expectations And The Impact of Suggestion

2/22/2018
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The Law of Expectations AND The Impact of Suggestion The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to behave or perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an impact on strangers. When we know someone expects something from us, we will try to satisfy him or...

Duration:00:20:44

Episode 226 - The Science of Rapport

2/15/2018
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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. How do you ensure that you’re making those early seconds really count? That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance—you have to make it happen the first time. Check out this article from the...

Duration:00:18:13

Episode 225 - Major Sales Mistakes Costing You Money #2

2/7/2018
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Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much. Check this out. When we talk too much and fail to allow our audience to ask questions, it increases the thickness of the brick wall of resistance. Consider the doctor analogy to persuasion, meaning you have to listen and ask questions before you can diagnose the problem. The doctor does not come into the examination...

Duration:00:18:08

Episode 224 - Major Sales Mistakes Costing You Money #1

1/31/2018
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Common Obstacles That Limit Your Persuasion Success The worst time to learn a persuasion skill is when you need it. Persuasion 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. Ironically, one area of persuasion that is easily overlooked is the very one that would make everything else fall into place. You've probably heard the old adage,...

Duration:00:20:14