Empowering Others & Contagious Cooperation Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them. This is a great way to turn people off and decrease…
Empowering Others & Contagious Cooperation Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them. This is a great way to turn people off and decrease…
Presence – What Do You Radiate? Passion is very contagious. When you transfer this passion, the people around you start to radiate that passion. They perform better, if it is at work, it is no longer work. They become…
Rapport: The Instant Connection Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual…
Similarity: Similar Is Familiar Similarity theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the…
g=”no” allowfullscreen=”allowfullscreen”> Emotional States: Understanding Feelings and Moods Charismatic people know there is a fine line between logic and emotion. To influence someone you have to have both. Emotion will override logic every time. I am going to assume…
How to Create The Perfect Persuasive Presentation – Part 2 That first thirty seconds with your audience are critical. How do you start? Great persuaders craft and design their message. There is no room to wing it. Your opening…
Structuring Persuasive Presentations Why should we be concerned with the structure of a persuasive presentation? Top predictor of professional success is how much you enjoy and how good you are at public speaking. Studies also show the ability to…
Six stats on the importance of trust in influencer marketing Paul Smith (Author) – Lead with a story and Sell with a story Leadwithastory.com Storytelling has come of age in the business world. Today, many of the most successful…
Six stats on the importance of trust in influencer marketing “Only 22% of brands are trusted.” (Havas Media) That’s a frightening metric for any marketer. Without establishing trust between your brand and your audience, it’s nearly impossible to market…
Proxemics: The Science of Space The anthropologist Edward T. Hall created the science of proxemics, which studies how people use, react to, configure, and occupy the space around them. We all want our own space, and we feel uncomfortable…
The Law of Obligation and Marketing We often see this method at work when companies give out complimentary calendars, business pens, T-shirts, or mugs. This specialty advertising is an $18.5 billion dollar industry. It not only creates obligation, but keeps…
How You Can Tell If You’re Really Connecting I’ve talked about common rapport-building obstacles and how you can know for sure that you’re not connecting. But how do you know that you are connecting, especially when your audience is not…
Another way to enhance your ability to motivate yourself and others is to make sure all things are balanced in your life. Great persuaders lead a balanced life and keep everything in perspective. I call this delicate balance “life alignment.”…
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 favor. Returning the favor rids us of the obligation created by the…
Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will…
Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will…
Today I interviewed Dr. Stephanie Burroughs. She is the author of Dating Your Business Prospect. She looks at networking in a whole new light. She calls it 360 networking. She explains how to use social media and expanding you social…
The New Year is here and your influence skills are more critical than ever. You have heard enough about goals – so let’s focus on those persuasion tools. Does your eye contact help you influence or does it trigger deception…
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…
Willingness to confront your fears is critical to mental programming. Great persuaders have mastered their fears. You will be tempted to leave your fears buried, but they will invariably come back to haunt you. It is much better to deal…
On Episode 167 of Maximize Your Influence, Kurt and Steve interview Matt Powell. Matt asks an important question other personal growth planning books never ask: what if you are choosing the wrong goals? Having taught thousands of students and selling…
If you’ve been in sales or business for long, you know that a “referred” lead is 10 times better than most cold calls. On this episode, Kurt and Steve interview Donald Kelly, the Sales Evangelist about how you can double…
Well, it’s finally over. The 2016 presidential election is in the books. Wow. Just wow! Kurt and Steve discuss the election and some of the tactics used by both sides that ultimately led to the victory by Donald Trump. If…
Kurt and Steve start this episode by discussing how we can achieve effective presence as a persuader. Kurt also laments the end of boating season. They then continue their discussion about dealing with difficult people…specifically delving into low self-esteem. One…
On this episode, Kurt and Steve interview Jonah Berger. Jonah is a Marketing Professor at the Wharton School at the University of Pennsylvania and a world-renowned expert on word of mouth, social influence, consumer behavior, and how products, ideas, and…
On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of We all have them in our…
On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of “no” can draw prospects into a…
On this episode, Kurt and Steve interview Rob Kendall, of www.conversationexpert.com. Rob has devoted his life to understanding how humans converse with one another and what makes them go wrong…and right. Rob its the author of BlameStorming and WorkStorming. If…
The food industry is now more successful than it has ever been. Food is cheap and readily accessible, and many of us are eating A LOT of it. On this episode, Brian Wansink of the of the Food and Brand…
Persuasion Tool #14 – Science of Will Power I want to give you a critical mindset tool under self-persuasion. Nothing else matters until you’ve mastered this. If you can’t influence yourself, it’s very difficult to influence other people. A big…
After last week’s interview with Chris Voss, Kurt and Steve dive deeper into negotiations and how emotions can hijack them. This has a negative connotation with most…but why not be the hijacker here? Emotions can be a powerful tool in…
On this episode, Kurt and Steve discuss the recent bad publicity for Samsung and their Galaxy Note that apparently catches on fire. Whether it’s true or not, when the FAA warns travelers about your product it can’t be a good…
Did you know that money can buy happiness? A recent study published in “Psychology Today” shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness…up to a point. Continuing…
It is human nature to mirror and match, or to “synchronize” with, the people we connect with.28 We don’t even think about it. It happens so quickly and so subconsciously that without a replay, one is unlikely to even notice…
If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through…
What can you do in the first thirty seconds of your encounter to capture your audience’s attention? Can you prove to them that you are worth listening to? Think about this: Every time you communicate with someone, they are paying…
After discussing a few recent business trips, and of course, the food they ate on those trips, Kurt and Steve discuss a classic blunder: overuse of fear. Fear is a useful tactic when persuading others. It is very short term,…
You can use conversational skills as a tool with which to build new connections, while avoiding awkward pauses and uncomfortable conversations. After all, making a good first impression is all about making others feel good when spending time with each…
Persuasion Tool #13 – Key to Guaranteed Success Remember, I’ve said it before. If you can’t influence yourself, you’re not going to be able to influence other people. I want to ask you – what do you really want? What…
Have you ever felt like you put in a bunch of work only to pave the way for your competitor? Many persuaders inadvertently do this only to find out too late that they lost the deal. The key to avoiding…
What is your message? What do you have to share that will make a difference in people’s lives? What is your main objective, the key thing you hope to accomplish? You’ve got to understand the big picture. Then, with the…
Persuasion Tool #12 –Success Shortcut There were these two neighbors that live near each other in the mountains. They were very competitive; they were always testing each other’s strength and having contests. One day they needed a bigger challenge so…
Persuasion Tool #11 – Self-Persuasion Let’s talk about mindset or what I call “self-persuasion.” If you can’t persuade yourself, you are not going to be very good at persuading other people. With that said, understand that one of the biggest…
Persuasion Tool #10 – Mirror and Matching Let’s finish up the 4R’s resistance. We’ve talked about creating a compelling reason, managing risk, putting resources into perspective and now the final R is representative or you. Could it be caused by…
When Steve asked Kurt how he was doing before the show started, he did not expect that Kurt would tell him that he just got done dealing with a bear in his backyard. Well, he didn’t deal with it…animal control…
On episode 147, Kurt and Steve interview Carl Christman. Carl is a teacher, mentalist, and author of the best-selling book How to Read Minds and Influence People. The conversation goes from mind reading into deception and how persuaders can use…
With this episode coming out on the 4th of July, Kurt and Steve spent the day doing what they do best: taking out the boat and eating BBQ! So back by popular demand is their episode on charismatic power!
You know we love talking about “Negotiation’s Dirty Deeds.” A recent article by the Harvard Business Review gave some great pointers on deflecting some of the more common negotiation tactics. One of the best ways to insure a smooth transaction…
Co-workers can be jerks, that’s for sure. But did you know they’re more likely to be jerks on a particular day of the week? Kurt and Steve discuss this and how it can impact your ability to persuade and influence.…
Persuasion Tool #9 – Door In The Face (Perception of Value) I know you’ve met people that need your product, want your product, like your product, and can afford your product, but you still get resistance. Let’s continue with the…
If you have a tough negotiation coming up where your opponent will play the empathy card, we have good news. Acetaminophen can dull your sense of empathy! So next time you need to negotiate, pop some Tylenol and turn yourself…
Persuasion Tool #8 – Risk Reversal Let’s continue learning a few tools that will help you deal with resistance. Why do people say “NO”? Why do you get resistance when it is a perfect match? We talked about one of…
On this episode of Maximize Your Influence, Kurt and Steve interview Wes Schaeffer of “The Sales Whisperer.” Some highlights: There are ways to start implementing empathy in your daily contacts and conversations. It does take some practice and evaluation. After…
Did you know that if you think about what you ate earlier in the day, you’re proven to snack less? Kurt and Steve discuss a recent article by Psychology Today that studies this phenomenon. Size of packaging, color, position…all of…
Persuasion Tool #7 – Psychological Reactance When you look at the world of influence, there’s always going to be resistance. Why do people say “no”? Why don’t they understand what you’re saying? Why isn’t everybody buying from you? Why doesn’t everybody…
Kurt and Steve begin this episode by discussing how in anything we do, we default down to the level of our training. Whether it’s a sport, self-defense, language, or persuasion…the mind and body default to what their trained to do…
Steve is back from the annual fly fishing trip in Montana and gives a scattered and incomprehensible account of it. Kurt gets things back on track by doing what he hates most, hitting the “Urkel” button for this week’s Geeky…
Why are some people easier to trust than others? Why do some people just seem to trust others effortlessly (sometimes to a fault)? An article from Psychology Today explores this. How do you overcome this lack of credibility? Here are…
One of the key ways to keep your competency on track is to be a lifetime learner. We consider others to be competent when we see them continually learning and advancing their training and education. I can remember going to…
After briefly mentioning it on last week’s episode, Kurt and Steve quickly learned that most have a lot of “feelings about” the urban phenomena, RBF (otherwise known as Resting Bitch Face). So they dived in a little more and wouldn’t…
You know that face some people make when they’re just sitting there not doing anything, but they look really mad? Kurt has discovered a very scientific term for that. Check out the show to find out. For today’s “geeky article”,…
Persuasion Tool #5 – Instant Rapport Let me ask you this question. Do you know that annoying person that rubs you the wrong way? You know that person that nobody really likes? You know that person that thinks they’re funny,…
We’re about to find out how important Steve is (not very?) as he takes this episode off for Spring Break! Kurt flies solo on Episode 133 and starts off by introducing an article by Psychology Today. When you’re a leader,…
Steve feels very strongly about butchers who don’t trim spare ribs correctly. He leaves no doubt on this topic as the show get started. Luckily Kurt turns things around and reminds him that this is a show about persuasion, not…
Persuasion Tool #4 – Zeigarnik Effect This tool is something you can use in sales, negotiation and persuasive presentations. It’s called the Zeigarnik effect. This is the tendency in humans to remember uncompleted thoughts, ideas or tasks more than…
If you can’t persuade yourself, you’re not very good at persuading other people. Understand the universe will not reward you physically until you believe it mentally. Persuasion Tool #3 – Self-Persuasion Let’s talk about mindset, which is basically self-persuasion or…
Apparently Kurt and Steve both have pretty bad allergies right now. They spend a good chunk of the beginning of the show talking about it. After this they decide that they should be more thankful. Coincidentally they cover an article…
This week’s article is sure to offend some listeners. If you’re a short man or an overweight woman, the British Medical Journal has bad news for you. Hey were just the messenger! Check out their recent study linking height, body…