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Episode 214 - The Brick Wall of Resistance Part 1

On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important. He also discusses the brick wall of resistance and how we sometimes create it. 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...

Duration: 00:17:47

Episode 213 - How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago

Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. Kristin was one of the first to identify selling as a matter of supporting the customer's buying process. Kristen and Kurt discuss: And much more! For more information about Kristin visit: Offer of the week: Find our your Persuasion IQ & get a...

Duration: 00:19:29

Episode 212 - Psychology of Making Your Prospects Wait

On this episode Kurt discusses the blunder and ninja of the day, and the psychology of waiting and whether or not is a good or bad thing and if it affects your ability to persuade. Atmosphere can also include the tension in the air. Is there a rush, or are customers relaxed? What type of climate are you trying to create? Do you want a quick, fast decision, or do you want your customers to feel comfortable enough to stay for a while? An interesting study on what happens when you create an...

Duration: 00:20:05

Persuading Millennials and Gamification - Travis Truett Interview

Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and more. On this episode they discuss the most common persuasion blunders, how to get in your prospects shoes, biggest changes in the sales & influence world, how to persuade millennials (check out this article), gamification and when it can backfire, why people buy and more! 4 Ways to...

Duration: 00:22:24

Episode 210 - Double Dissonance - Get People To Persuade Themselves

The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, "When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change." Festinger's theory sets the foundation for the Law of Dissonance. The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition? Our cognitions is a mental process that uses...

Duration: 00:21:16

Episode 209 - Power and Automatic Behaviors – Interview With Ben Voyer

Join us on this great interview with Dr. Ben Voyer. We are going to talk about: How persuasion has changed Biggest persuasion blunder Loss avoidance Power and relationships Influential nature of stories Professor Voyer is Loreal Professor of Creativity Marketing ESCP Europe, and visiting fellow London School of Economics. Professor Voyer is a behavioural scientist that has investigated how self-perception and interpersonal relations affect cognition. He has authored & co-authored...

Duration: 00:19:35

Episode 208 - True Objection or Knee Jerk Response

Objection Obstacles All excuses and objections can be boiled down one or more of these seven potential objections: Once you understand that all objections stem from one or more of these seven key areas, you will have a much easier time identifying the root of your audience's discomfort. You will then be able to address their objections in a professional, caring, and non-threatening way. Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up...

Duration: 00:18:49

Episode 207 - Blueprint to Business Success

Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to 'make it,' and gives you the real-world guidance you need to hear. Through anecdotes and advice, he shares his experiences along with those of other top founders and entrepreneurs to give you a realistic picture of what it takes to build a business. It's a bit of tough love, a healthy dose of reality,...

Duration: 00:23:09

Episode 206 - Do Closing Skills Still Work?

Inside the World of Objections and Concerns When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice objections, it indicates that they are both mentally interested and emotionally involved in whatever it is you are proposing, even if they are skeptical. Interested and involved—what more could a persuader want from their audience? It may be...

Duration: 00:19:34

Episode 205 - What If The Competition Has The Same Price?

Charisma is influence. In other words, getting others to do what you want them to do and like doing it. People get uneasy when you talk about influence, but just like power, it is neutral. Some feel it can’t be learned, others get uneasy that it might get misused and some pretend it is not that important. Charisma and influence go hand in hand. It can be used with your leadership, your company, your children and even for making the world a better place. Influence can get people to accept...

Duration: 00:17:37

Episode 204 - Negotiation Blunder: Position vs Problem

Negotiation: Face-to-Face, by Phone or via E-mail In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their answer? It depends. Face-to-face communication is more likely to alleviate any possibility of miscommunication or deception. When you’re actually there, in person, you are more apt to pick up all the nuances of the exchange. That way, you...

Duration: 00:19:26

Episode 203 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3

Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let's say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. His perception is that the monthly payment for a $500,000 policy is too high. So you break...

Duration: 00:25:14

Episode 202 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 2

"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. Basically, 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...

Duration: 00:23:35

Episode 201 - Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 1

Never fight on price. Price in not the issue – you are the issue. Only 6% of things are bought on price. Anybody can fight on price. Let’s learn 14 techniques to make price a non-issue. "Price is what you pay. Value is what you get." Warren Buffett This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience...

Duration: 00:24:20

Episode 200 - Words That Kill Persuasion And Words That Influence

Verbal Packaging The Leverage of Language 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, our attitudes, our beliefs, and our emotions. The words we use in the persuasion process make all the difference in the world. Language used incorrectly will trigger the wrong response and decrease your ability to persuade. Word skills are also directly related to earning...

Duration: 00:22:01

Episode 199 - How Create Trust in Strangers – Robin Dreeke FBI Interview

Robin Dreeke FBI Interview Did you ever leave an interaction saying to yourself, "That could have gone better?" Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life? A counter-intelligence expert shows readers how to use trust to achieve anything in business and in life. Robin Dreeke is a 28-year veteran of federal service, including the United States Naval Academy, United States Marine Corps. He served most recently as a...

Duration: 00:18:28

Episode 198 - Raise Your Price, Work Less & Make More Money – Interview with Dave Negri

Dave Negri’s Secret Price Weapon Using “pricing” as a marketing strategy is often overlooked by entrepreneurs. It may be a little scary, butsometimes all you need is a higher price point to become more attractive to your target market. The affluent tend to associate higher prices with higher value. When someone is looking for the “best” - choosing the cheapest person is not the path he or she will take. When you are QUALITY-focused, slogans like “highest quality AND lowest price” don’t...

Duration: 00:17:48

Episode 197 - TEFAMA - How The Brain Works

Amy Cuddy – Non Verbal Link I have already spoken at length about the necessity of positive mental programming and the initial steps one must take to put this powerful tool into practice. Great persuaders gain control over their destiny by controlling and directing their thoughts. Considering that our actions are emotion-driven, and our emotions are thought-driven, we've got to get our thoughts on track. They determine everything! You can always remind yourself of this powerful reality by...

Duration: 00:20:43

Episode 196 - Anthony Iannarino - Becoming The Trusted Advisor

Anthony Iannarino - Becoming The Trusted Advisor What Is Not Advice Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are not advice either. Your management team isn’t advice, and as impressive as your board members may be, they aren’t advice. You know what else isn’t advice? All of your locations, and all of the logos of the big, recognizable,...

Duration: 00:18:34

Episode 195 - Lie Detection and Human Deception

Negotiation Versus Persuasion 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 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. This abandonment is not brought about by manipulation because the other party...

Duration: 00:19:56

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