Blog Archives

Episode 145 – Interview with Andy Paul of Zero Time Selling

On this episode, Kurt and Steve Interview Andy Paul of the “Zero Time Selling” blog.” Over three decades, Andy has built a successful career as a sales leader, author, speaker, and consultant by being different, thinking differently, and selling differently.

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Episode 144 – Deflect 3 Hardball Negotiation Tactics

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

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Episode 142 – Are Colors Killing Your Presentation

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

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Episode 141 – Interview With The Sales Whisperer

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

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Episode 140 – How Food Persuades – And Why You Should Care

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

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Persuasion Tool #7 – Psychological Reactance

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

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Episode 139 – Thoughts Trump Reality

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

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Episode 138 – The Last Missing Piece to Trust

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

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Episode 137 – 2 Ways to Enhance Credibility

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

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Episode 136 – Are You Perceived as an Expert?

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

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Episode 135 – How Ego Destroys Influence

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

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Persuasion Tool #5 – Instant Rapport

  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,

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Episode 132 – Perfect Persuasion Template

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

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Persuasion Tool #4 – Zeigarnik Effect

    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

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Persuasion Tool #3 – Self-Persuasion

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

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Episode 130 – Price…a non-issue

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

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Persuasion Tool #2 – Reciprocity

Reciprocity is also called pregiving and creates a feeling of obligation in the mind of your prospect. This influence tool opens the door to influence and can help you prove your worth.     Persuasion Tool #2  – Reciprocity Persuasion tool

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Episode 123 – Turn No into a Yes

The Power of “Yes” Use questions that will create “yeses.” As you create your marketing and persuasive presentations, you must engineer the number of times you get your audience to raise their hands, say yes, or nod their heads. How

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Persuasion Tool #1 – FITD

FITD is a persuasion technique through which a persuader helps a prospect comply to a bigger request by using a smaller request first. This concept was first researched by Freedman and Fraser.     Persuasion Tool #1  Manuscript – FITD

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Episode 122 – Foot In The Door vs Sympathy

When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure.  We will instantly try to find a way to relieve this

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Episode 121 – Get Prospects To Persuade Themselves

Leon Festinger formulated the “theory of cognitive dissonance” 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.

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Episode 120 – No Resolutions This Year

We are firm believers that we all have greatness within us. We believe that we each have within ourselves unwritten books, un-started businesses, brilliant ideas, great inventions, charitable ideas, and untapped energies. But sometimes we have a hard time knowing

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Episode 104 – Influence Killing Words

Everything that we understand and know about our world is based around words.  Words don’t just have meaning, they have feeling.  That’s why some words in some languages just don’t directly translate.  One particular author has used this to apparently

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Episode 103 – Are Deeper Voices More Credible?

As we get closer and closer (even though it’s a long way away) to the 2016 presidential election, more and more persuasion blunders will be on display.  A recent article shows that politicians who have deeper voices (yes, even women)

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Episode 102 – The Biggest Persuasion Blunder Of The Year!

You can’t visit a business web page without hearing “follow us on Twitter!”  We’re certainly guilty of this too.  Follow us on Twitter @influencemax! A recent article from Psych Central shows that when customers complain about a business on Twitter,

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Episode 101 – Does NLP Work?

When you’re an entrepreneur or sales person, being mentally tough is key.  If you want the rewards that come from owning your own business or being on commission, you need to put up with days that can be full of

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Episode 89 – Don’t Be A “Corny” Negotiator

Is optimism overrated?  A recent study from the University of Utah thinks so.  Kurt and Steve discuss the study and what it means for persuaders. Some of us are better negotiators than others.  Some of us respond differently to different

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Episode 88 – Utilizing Introverted Persuasion Techniques

Do you know somebody who is always blaming other people for their problems?  Is it you?  The fact is, we all do it.  And sometimes we’re right.  A recent article, however, shows why blaming others is not productive…even when it’s

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Episode 83 – Getting Stalled Prospects Off The Fence

They’ve talked about it a lot on Maximize Your Influence, but on this episode Kurt and Steve discuss a recent article entitled “10 Body Signs Somebody Is Lying To You.”  They discuss the merits of the article as well as

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Episode 80 – How To Control Perceived Value

Have you ever encountered a prospect who had a skewed view of what they should pay for your product?  Would you like to have more control about what your prospects think your product is worth?  Tune into this episode for

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Episode 6 – Negotiate Like A Winner!

We’ve all experienced it.  That nervous, unsettling feeling right before we start to negotiate.  Leading up to a negotiation, most of us expect conflict.  We expect to have to give up valuable things that we don’t want to lose.  But

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Episode 3 – Using Involvement To Persuade Others

We all know that “involving” a prospect in a process increases the likelihood of successful persuasion.  But when is this technique effective and when is it a total failure?  Great persuaders are able to involve their prospects by breaking up

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Episode 1 – Subconscious Triggers and Charisma

Welcome to Maximize Your Influence! On this episode, Kurt and Steve discuss the all important topic of Charisma and how it applies to persuaders and negotiators everywhere.  They discuss how charisma (or the lack thereof) has influenced the Anthony Wiener

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