Have you ever witnessed someone lose their temper over a hotel room upgrade? It happened to me while traveling with a famous personal development speaker who shall remain nameless. After a long day, we arrived late at night for our speaking engagement, and He asked the clerk for an upgrade. She politely declined, which didn't go over well. 6 Reason…

FOMO has gained significant traction in the digital age, where social media and online marketing amplify our awareness of what others are doing, buying, or experiencing. This heightened awareness can lead to a powerful emotional response, driving people to purchase or engage in activities they might otherwise pass on. The Psychology Behind FOMO (Fe…

Obligation has been used as a persuasive technique since the beginning of time. We see companies offering free downloads, free estimates, or gifts in the hope of opening the door to persuasion. The Law of Obligation, also known as pre-giving or reciprocity, states that when others do something for us, we feel a strong need, or urge, to return the f…

I was reading this great article in Harvard Business Review, which focuses on how we CAN’T recognize our weaknesses. The other challenge is that most people feel responsible for their successes (internal), and external factors are the cause of their failures. Leaders and managers today must be more aware of others’ needs due to the challenges of a …

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…

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…

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 persu…

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), t…

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 gra…

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 …

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 -…

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 persuasi…

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 m…

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 prope…

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…

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 pers…

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 chang…

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 Hu…

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 c…

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. T…

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 intelli…

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 …

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 Y…

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 I…

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 Th…