Blog Archives

Episode 524 – How Free Increases Engagement, Involvement And Sales

  How Free Increases Engagement, Involvement And Sales 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.

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Episode 523 – Selling of The Eiffel Tower – The Great Con

  Selling of The Eiffel Tower – The Great Con 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

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Episode 522 – What Type Of Leadership Is The Most Influential?

  What Type Of Leadership Is The Most Influential? 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

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Episode 521 – How To Identify And Use The Spotlight Effect To Influence And Get The Yes

  How To Identify And Use The Spotlight Effect To Influence And Get The Yes Have you ever felt like all eyes were focused on you after a social mishap, a presentation, or a wardrobe malfunction? That’s the Spotlight Effect

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Episode 520 – LENS Model of Law Enforcement Negotiation

  LENS Model of Law Enforcement Negotiation 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

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Episode 519 – Military Interrogation (Influence) Techniques

  Military Interrogation (Influence) Techniques 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

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Episode 518 – Double Dog Dissonance – Persuade Under the Radar

  Double Dog Dissonance – Persuade Under the Radar 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

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Episode 517 – Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview

  Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview 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

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Episode 516 – Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024

  Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024 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

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Episode 515 – Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts?

  Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts? 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,

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Episode 514 – Use Mirror Neurons To Influence Without Detection

  Use Mirror Neurons To Influence Without Detection 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

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Episode 513 – Are You A Master Manipulator?

  Are You A Master Manipulator? 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

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Episode 512 – The Fake News of Persuasion And Sales

  The Fake News of Persuasion And Sales 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

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Episode 511 -How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy

  How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy 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,

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Episode 510 – How To Adjust Your Voice For Maximum Influence

  How To Adjust Your Voice For Maximum Influence 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

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Episode 509 – Melting the ICE of Resistance

  Melting the ICE of Resistance 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

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Episode 508 – Proven Ways To Get More Referrals – Even Without Asking

  Proven Ways To Get More Referrals – Even Without Asking 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

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Episode 507 – How AI Is Out Persuading Sales People And How To Maximize For Influence

  How AI Is Out Persuading Sales People And How To Maximize For Influence 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

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Episode 506 – Metaphor Magic – The Unknown Persuasion Tool

  Metaphor Magic – The Unknown Persuasion Tool 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

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Episode 505 – Using Words To Read Your Prospect And Adapt Your Persuasive Presentation

  Using Words To Read Your Prospect And Adapt Your Persuasive Presentation 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

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Episode 504 – Offensive Persuasion Works – Sell Like The Soup Nazi

  Offensive Persuasion Works – Sell Like The Soup Nazi 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

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Episode 503 – New Psychology of Objections

  New Psychology of Objectionse 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

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Episode 501 – How Shame And Guilt Can Quickly Persuade

 

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Episode 500 – The 10 Hottest Influence Tools For 2024

  The 10 Hottest Influence Tools For 2024 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

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Episode 499 – Edutainment, Engagement, and Energy

  Edutainment, Engagement, and Energy Why Your Last Audience Said You Were Boring. Many factors can contribute to boredom and disinterest during a presentation. Avoid the blunders by creating content that is relevant and engaging Deliver the presentation with enthusiasm

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Episode 498 – John Lowry – Negotiation Made Simple

  John Lowry – Negotiation Made Simple We all negotiate every day. Only 10% of business professionals who negotiate every day have taken negotiation training. The challenge is they estimate this has cost them millions of dollars. Who is paying

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Episode 497 – Do You Have The C Factor – ChaRIZZma, Charm and Confidence

  Do You Have The C Factor – ChaRIZZma, Charm and Confidence So, is that power of charisma good or bad? I would say is gravity good or bad? Just like gravity, charisma is neutral. It is how you use

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Episode 496 – What Is Your RIZZ (Charisma) Ranking? PART 3

  What Is Your RIZZ (Charisma) Ranking? PART 3 We live in a world where people are less trusting, more cynical, and full of skepticism. Corporate loyalty is a thing of the past. Belief in government has eroded away. Everyone

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Episode 495 – It’s Either Rizz (Charisma) or Fizz (Dull) #2

  It’s Either Rizz (Charisma) or Fizz (Dull) #2 Do You Attract or Repel Others? It’s Either The Rizz or Fizz. The skill of charisma can propel you into leadership and success. When someone is charismatic, they can connect, bond,

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Episode 494 – Got The Rizz (Power of Charisma) PART 1

  Got The Rizz (Power of Charisma) PART 1 Have you ever noticed how some people can lead without effort? People instantly like them and want to be around them. Have you seen them enter a room, and everyone notices?

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Episode 493 – The Unknown And Forgotten Rules of Negotiation

  The Unknown And Forgotten Rules of Negotiation When negotiating, you have to be prepared for anything. You need to know the ins and outs, the wants and needs of both sides. The more you prepare, the more knowledge you

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Episode 492 – When Is It Time To Shut Up?

  When Is It Time To Shut Up? Knowing when to shut up and stop talking in persuasion is a major blunder. Are you able to take their temperature, gauge their interest, or respond to their needs? Are you the

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Episode 491 – The Science and Mastery of Change – Interview With John Fisher

  The Science and Mastery of Change – Interview With John Fisher You are trying to influence someone to change and improve their life. It will enhance every aspect of their life, BUT all you get is resistance. What is

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Episode 490 – How to Persuade Kids, Teenagers, And Those Without Frontal Lobes?

  How to Persuade Kids, Teenagers, And Those Without Frontal Lobes? Influencing and motivating children requires a different set of persuasion tools. Their brain is not fully developed until they are 25. This means you have to adapt to their

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Episode 489 – The Value Sale – How to Prove ROI and Win More Deals – Interview With Ian Campbell

  The Value Sale – How to Prove ROI and Win More Deals – Interview With Ian Campbell How do you build value so you don’t have to fight on price? Only rookies fight on price. We all know you

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Episode 488 – Why Powerpoint Makes Us Stupid And How To Fix It

  Why Powerpoint Makes Us Stupid And How To Fix It I know you love to use Powerpoint. Those slides make everything so much easier, and you won’t forget anything. You don’t need as much preparation time, BUT your audience

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Episode 487 – Quickly Simplify Your Message – Davina Stanley Interview

  Quickly Simplify Your Message – Davina Stanley Interview Have you noticed the dramatic changes in presentations, communication, and training? The focus used to be on education. The latest research reveals that we need to spend more time grabbing your

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Episode 486 – Using Hostage Negotiation Skills In Business – Does Silence still work?

  Using Hostage Negotiation Skills In Business – Does Silence still work? Is silence overused and abused? Yes, but you still need to use. When it is used in the wrong way or with the wrong person, you can come

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Episode 485 – Dumb Is More Persuasive Than Smart – Dumb Is Smart

  Dumb Is More Persuasive Than Smart – Dumb Is Smart The thought of using the “dumb is smart” technique in persuasion and sales may seem counterintuitive because your prospect wants to deal with the expert. This strategy has two

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Episode 484 – How To Resist Those Super Persuasive People

  How To Resist Those Super Persuasive People I want to explore ways to resist another person’s unethical persuasive attempt on this podcast. This is good to know for you as a person and as a persuader. As a person,

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Episode 483 – How to Leverage The Liar – Detecting The Lie And Dealing With Deception

  How to Leverage The Liar – Detecting The Lie And Dealing With Deception Influential individuals have the ability to understand nonverbal cues. By learning to read body language, you can gain insights and adjust your approach accordingly. Look for

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Episode 482 – How To Influence As The Underdog (Dark Horse) – The David And Goliath Effect

  How To Influence As The Underdog (Dark Horse) – The David And Goliath Effect Join me for this week’s podcast on How To Influence As The Underdog (Dark Horse) – The David And Goliath Effect. I will explain the

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Episode 481 – Are You Charismatic Or A Psychopath? You Might Be Surprised

  Are You Charismatic Or A Psychopath? You Might Be Surprised Charismatic individuals and psychopaths have mastered the ability to influence others. Both have the tools and traits to get others to see their point of view. 10 insights into

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Episode 480 – Selling through Resistance and Stigma – Interview With Franco Perez

  Selling through Resistance and Stigma – Interview With Franco Perez Why do people tend to resist you? For some reason, the moment they sense you are trying to sell them or persuade them to do something – they go

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Episode 479 – Personal Space, Proxemics and Violation of Boundaries – Guilty?

  Personal Space, Proxemics and Violation of Boundaries – Guilty? Studies show how people use, react to, configure, and occupy the space around them. We all want our own space and feel uncomfortable when people violate our personal territory. While

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Episode 478 – The Trifecta (3 Traits) of a Perfect Sales Person

  The Trifecta (3 Traits) of a Perfect Sales Person Selling is changing every day. This is due to advancements in technology, shifts in consumer trust, and evolving markets. You speaks to me – Effects of generic-you in creating resonance

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Episode 477 – MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper is Down

  MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper is Down The Mum Effect refers to the phenomenon where individuals in a group or crowd are less likely to help

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Episode 476 – How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality?

  How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality? Adapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and

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Episode 475 – How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality

  How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality Adapting your selling approach to customers who are high in Steadiness (DISC) and have a C-type personality can be beneficial in building trust and increasing your chances

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Episode 474 – How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality

  How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality Adapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building

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Episode 473 – How Do You Persuade And Sell That White, Conscientiousness, Philosopher, Systematic, Analyzer Type Personality

  How Do You Persuade And Sell That White, Conscientiousness, Philosopher, Systematic, Analyzer Type Personality Adapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust

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Episode 472 – How Do You Sell And Adapt To Boomers Gen X Millennial And Gen Z

  How Do You Sell And Adapt To Boomers Gen X Millennial And Gen Z We already know you should adjust your influence and persuade people how they want to be persuaded. This is true for personality, culture, and especially

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Episode 471 – Get Unstuck – How To Eliminate Fear, Anxiety, And Worry In Your Life

  Get Unstuck – How To Eliminate Fear, Anxiety, And Worry In Your Life Overcoming the fear of failure is essential to unlocking one’s potential for success. Understanding your EQ, anxiety, fear, and just getting stuck on your way to

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Episode 470 -Brain Chemicals That Help/Hurt Influence – Cortisol, Oxytocin, Dopamine, And Serotonin

  Brain Chemicals That Help/Hurt Influence – Cortisol, Oxytocin, Dopamine, And Serotonins You find yourself in a tense team meeting, striving to defend your stance on a significant project, but you begin to sense that you’re losing ground.  Your volume

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Episode 469 -Top Deception And Dishonesty Tactics

  Top Deception And Dishonesty Tactics While it is essential to maintain ethical practices in persuasion, it’s important to be aware of common deceptive techniques that some salespeople may employ. Understanding these tactics can help you recognize them and avoid

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Episode 468 -The Missing And Forgotten Tool Of Success And Wealth

  The Missing And Forgotten Tool Of Success And Wealth Imagine a life where fear has no power over you. A life where you confront your fears head-on, just like the most successful individuals. It all starts with a crucial

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Episode 467 -The Key Factors (And Mistakes) Of A Successful Negotiation

  4The Key Factors (And Mistakes) Of A Successful Negotiation 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 adopts

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Episode 466 -4 Time Management And Productivity Hacks – Gain an extra hour a day

  4 Time Management And Productivity Hacks – Gain an extra hour a day It’s the old “80/20 Rule.” The most highly successful people expend 20 percent of the effort and get 80 percent of the results, while the less

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Episode 465 -AI #2 – Insulting Compliments – Weighing the Pros and Cons of Charisma

  AI #2 – Insulting Compliments – Weighing the Pros and Cons of Charisma Are you tired of feeling like your success is just out of reach? It’s time to unlock your full potential with the power of charisma! Charisma

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Episode 464 -How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion

  How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion AI has the potential to revolutionize the sales process and provide numerous benefits to salespeople. By leveraging AI tools to automate routine tasks, analyze data, and provide personalized

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Episode 463 -Clickbait Your Way To Influence

  Clickbait Your Way To Influence Have you ever found yourself scrolling through your social media feed, only to be captivated by a clickbait headline? You’re not alone. Clickbait is here to stay. There’s a scientific reason why you can’t

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Episode 462 -Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect

  Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect Have you ever met someone utterly clueless about their incompetence? Or worse, have you ever worked with someone who thinks they’re a genius but can’t

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Episode 458 – How Story Selling Persuades Without Detection And Under The Radar

  How Story Selling Persuades Without Detection And Under The Radar Stories are powerful tools for persuaders. Compelling storytelling automatically creates attention and involvement with your audience. We can all think of a time when we were in an audience

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Episode 457 – How To Persuade, Understand, And Sell A Hangry, Mean Person

  How To Persuade, Understand, And Sell A Hangry, Mean Person Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling

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Episode 456 – The Proven Simple Habits And Behaviors Of Millionaires

  The Proven Simple Habits And Behaviors Of Millionaires What is the question you need to ask yourself? Is now the time? Are you done with mediocrity? Is this your year? If the answer is yes, things will start to

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Episode 455 – FOMO vs Trust – 10 Ways To Create Instant Action

  FOMO vs Trust – 10 Ways To Create Instant Action FOMO or the fear of missing out, is human nature 101. When anyone feels their freedom to act or choose is restricted, they will attempt to restore it. With

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Episode 454 – Brain Selling – How Current Brain Research Empowers You To Influence The Subconscious Mind

  Brain Selling – How Current Brain Research Empowers You To Influence The Subconscious Mind We think we are logical creatures, but most of the time, we don’t know why we do what we do. The majority of influence involves

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Episode 453 – The Iceberg Of Influence – Those Hidden Persuasion Subconscious Triggers

  The Iceberg Of Influence – Those Hidden Persuasion Subconscious Triggers Sales professionals use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople

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Episode 452 – Keys to Instant Courage – Fortune Favors The Bold (Brave)

  Keys to Instant Courage – Fortune Favors The Bold (Brave) Having courage (or being brave) does not mean you don’t feel fear. It means you have the heart and emotional stability to face the fear and do what’s needed

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