Maximize Your Influence
512 episodes - English - Latest episode: 8 days ago - ★★★★★ - 80 ratingsMaximize Your Influence: Your source for the top persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business!
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Episodes
Episode 508 - Proven Ways To Get More Referrals – Even Without Asking
April 17, 2024 11:11 - 21 minutes - 29.6 MBIt 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 Humor You can create a positive experience for your customers by encouraging them to share information about their networks, and give you more...
Episode 507 - How AI Is Out Persuading Sales People And How To Maximize For Influence
April 11, 2024 11:11 - 19 minutes - 27.4 MBAI (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 capabilities in debates compared to humans. Chewing Gum: Cognitive Performance, Mood, Well-Being, and Associated Physiology By leveraging A...
Episode 506 - Metaphor Magic – The Unknown Persuasion Tool
April 04, 2024 11:11 - 20 minutes - 28.4 MBUsing 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. To Grasp Metaphors, Our Brains Get Touchy-Feely Metaphors are influential because they enhance understanding, evoke emotions, and persuade b...
Episode 505 - Using Words To Read Your Prospect And Adapt Your Persuasive Presentation
March 27, 2024 11:11 - 20 minutes - 29.3 MBThe 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 intelligence — it’s proof of an intricate brain Join me for this week’s podcast on Using Words To Read Your Prospect And Adapt Your Persuasive Presen...
Episode 504 - Offensive Persuasion Works - Sell Like The Soup Nazi
March 20, 2024 11:17 - 21 minutes - 29.4 MBHopefully, 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 and How it Can Impact Your Negotiation The key is not to offend your prospect, but to adapt these strategies that create value and a positiv...
Episode 503 - New Psychology of Objections
March 13, 2024 11:30 - 21 minutes - 29.6 MBWhen 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 Your Plate Fail vegetable As you embark on your journey to becoming a Power Persuader, you'll come to embrace objections as opportunities. Why...
Episode 501 - How Shame And Guilt Can Quickly Persuade
March 05, 2024 12:30 - 21 minutes - 30 MBUsing 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 It's essential to recognize that the use of guilt and shame as persuasive tactics can have negative consequences, including emot...
Episode 500 - The 10 Hottest Influence Tools For 2024
February 21, 2024 12:30 - 20 minutes - 29.1 MBPrejudging 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 The 10 Hottest Influence Tools For 2024. Get the latest research, studies and statistics on the new secrets of persuasion. Power Of Ch...
Episode 499 - Edutainment, Engagement, and Energy
January 30, 2024 12:26 - 20 minutes - 28.5 MBWhy 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 and incorporating visual aids. Be aware of the audience's needs and encourage interaction with the audience. Join me for this week’s podcast on Edutainment, Engagement, and Energy. You will discover that there is no such thing as a boring topi...
Episode 498 - John Lowry - Negotiation Made Simple
January 18, 2024 12:31 - 26 minutes - 47.9 MBWe 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 for these mistakes? Usually, the companies that employ them. Entrepreneurs know this will just cost them income. Join me for this week’s podcast interview with John Lowry. We will focus on Negotiation Made Simple. Discover how to structure a negotiation and what questions to ask be...
Episode 497 - Do You Have The C Factor - ChaRIZZma, Charm and Confidence
January 11, 2024 12:30 - 20 minutes - 16.5 MBSo, 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 the power that will define you as good or bad. Some say Adolf Hitler, Charles Manson, Mussolini had charisma. Sure they did have many of the tools of charisma. 6 Questions Reveal How Charismatic You Are There are many cases of someone who had some of the skills of charisma and they used them in an unethical way. Let’s think about this. You coul...
Episode 496 - What Is Your RIZZ (Charisma) Ranking? PART 3
January 04, 2024 12:30 - 20 minutes - 28.5 MBWe 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 around us is confused, overwhelmed, and more difficult to influence and lead. Now more than ever, charisma is a vital and critical life skill. Can charisma be taught? Tests of two interventions. Restaurant Tap Water Test Joke The challenge is that some think they have the Rizz (charisma) but don’t. Just b...
Episode 495 - It’s Either Rizz (Charisma) or Fizz (Dull) PART 2
December 20, 2023 12:30 - 20 minutes - 29 MBDo 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, and lead everyone and anyone. Charisma allows you to be more efficient and effective. Think about this. It could be you if others aren’t responding to you or your influence. Sure we like to say it is them, but when you do not influence others, are empowered by you, or even want to help you – it is you. R...
Episode 494 - Got The Rizz (Power of Charisma) PART 1
December 14, 2023 12:30 - 20 minutes - 28.1 MBHave 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? Have you seen people always get what they want, and everyone around them wants to give it to them? How do they command attention and influence with everyone they meet? This is the power of charisma, and you will see that charisma can and must be learned. Rizz is Oxford's word of the year for 2023 Charisma is t...
Episode 493 - The Unknown And Forgotten Rules of Negotiation
December 06, 2023 12:30 - 20 minutes - 28.7 MBWhen 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 have, and the better deal you will get. How to Spot a Manipulator in 5 Seconds or Less Negotiation is part of everyday life. As they say - You deserve what you negotiate. The challenge is negotiation has changed. Many people are using some old-style, outdated, cheesy tactics that need to be retired. Join me f...
Episode 492 - When Is It Time To Shut Up?
November 30, 2023 12:30 - 20 minutes - 29.1 MBKnowing 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 data dumper (Vomit) and overwhelming them with too much information? What signs or signals are you looking for when wrapping it up and asking for their business? When Is It Time To Shut-Up? By paying attention to these cues, you can determine exactly when it is time to close the sale or get the yes. You must c...
Episode 491 - The Science and Mastery of Change - Interview With John Fisher
November 22, 2023 15:20 - 20 minutes - 28.3 MBYou 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 going on? How can you get others to accept worthwhile positive change that will benefit them? Where does this resistance come from? Let’s explore this resistance and those common reasons why people may resist positive change. For more info about John visit his website here. Want to get others to want to change? Want to make change...
Episode 490 - How to Persuade Kids, Teenagers And Those Without Frontal Lobes
November 15, 2023 12:30 - 22 minutes - 30.6 MBInfluencing 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 way of thinking and adjust your influence tools to them. Why Do Teenagers Take More Risks Want more tips and techniques on How to Persuade Kids, Teenagers, And Those Without Frontal Lobes? Join me for this week’s podcast, where you will discover the ten specific tools you can use to persuade those younger people,...
Episode 489 - The Value Sale - How to Prove ROI and Win More Deals - Interview With Ian Campbell
November 08, 2023 12:15 - 21 minutes - 38.8 MBHow do you build value so you don’t have to fight on price? Only rookies fight on price. We all know you get what you pay for – so why is everyone fighting on price when only 6 percent of our purchases are based on price? If they say it is too expensive – you have blown your presentation. So, how do you create value or demonstrate the benefits of our product or service? Here are a few ways to get started on your path to sell value, not price. Do you build the value or vomit the featu...
Episode 488 - Why Powerpoint Makes Us Stupid And How To Fix It
November 02, 2023 11:30 - 20 minutes - 28.2 MBI 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 hates it, and it is not persuasive. Let’s discuss the top 3 complaints about Powerpoint and how to fix them. So, Why Did Jeff Bezos Ban Powerpoint From His Meetings? Do you want to know more about the science of visuals and how to rock a presentation using PowerPoint and being persuasive? Death by PowerPoint J...
Episode 487 - Quickly Simplify Your Message - Davina Stanley Interview
October 26, 2023 11:29 - 22 minutes - 41.4 MBHave 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 audience’s attention and maintaining their interest. Creating and delivering persuasive presentations can be challenging. Anyone can inform, but is it influential? Does your message have an impact? Is it too complicated? Join us for this week’s podcast on Quickly Simplify Your Message - Dav...
Episode 486 - Using Hostage Negotiation Skills In Business - Does Silence still work?
October 19, 2023 11:30 - 20 minutes - 28.2 MBIs 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 across as unprofessional and create the wrong type of tension. The goal of silence is to indicate that you are approaching the end of the negotiation, and the silence is the signal to make a decision. Listen for a few keys to help you use (not misuse) silence to seal the deal. The 5 Core Skills Of Hostage Negotiators Want to know more about silence a...
Episode 485 - Dumb Is More Persuasive Than Smart - Dumb Is Smart
October 11, 2023 13:44 - 20 minutes - 28.6 MBThe 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 parts. This is the ability to simplify your message and simplify your presence. Sometimes, your presence with a prospect can be too complicated or arrogant. Believe your own lies Join me for this week’s podcast on Dumb Is More Persuasive Than Smart - Dumb Is Smart. We will explore how to use this technique to...
Episode 484 - How To Resist Those Super Persuasive People
October 04, 2023 13:03 - 21 minutes - 29.4 MBI 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, this information will help you resist unwanted persuasive attempts. How to build a habit in 5 steps, according to science As a persuader, you will see some of this resistance or behavior in your prospects and need to adjust your presentation. So how do you resist persuasion or even manipulation? Join m...
Episode 483 - How to Leverage The Liar - Detecting The Lie And Dealing With Deception
September 27, 2023 14:19 - 19 minutes - 27.9 MBInfluential 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 clusters of these nonverbal signals, as one alone may not provide a complete picture. 8 Ways To Identify A Liar Why do people lie? Want to know how to spot a liar? Would it be beneficial to be able to detect deception? Discover additional ways to spot deception and leverage it during the persuasion process. ...
Episode 482 - How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect
September 20, 2023 11:30 - 20 minutes - 28.5 MBJoin me for this week’s podcast on How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect. I will explain the David and Goliath Effect and how to leverage it to persuade with power. I will explain additional techniques on how to use these concepts to get more support and increase your sales. Coffee Cup Test Charisma is the 20% that gives you 80% of your results. Charisma is the skill that will give you the quickest return on your time and dramatically increase you...
Episode 481 - Are You Charismatic Or A Psychopath? You Might Be Surprised
September 13, 2023 11:24 - 20 minutes - 28.7 MBCharismatic 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 the mystery of charisma The Quality That Makes Some Psychopaths So Successful Those are the similarities, but there are also many differences. Join me for this week’s podcast: Are You Charismatic Or A Psychopath? You will discover the differences Between Charisma and Psychopaths. We will also discuss h...
Episode 480 - Selling through Resistance and Stigma - Interview With Franco Perez
September 06, 2023 11:24 - 21 minutes - 40.2 MBWhy 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 in the opposite direction. So why are you getting resistance? Are you causing it or is in coming from your prospect? Join me for this week’s podcast on Selling through Resistance and Stigma - Interview With Franco Perez. You will discover how to deal with resistance, stigmas, objections, and the new form of communication. For more info about ...
Episode 479 - Personal Space, Proxemics and Violation of Boundaries – Guilty?
August 30, 2023 11:30 - 20 minutes - 28.5 MBStudies 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 it may sound overly obvious, research shows that many persuaders get too familiar too fast. Disrespect for your audience’s personal space—especially when you are first meeting them – you can’t build rapport and cause resistance. Many persuaders don’t know they are violating their audience’s space. They may ...
Episode 478 - The Trifecta (3 Traits) of a Perfect Sales Person
August 23, 2023 11:33 - 20 minutes - 28.9 MBSelling 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 between people and ideas Join me for this week’s podcast on The Trifecta (3 Traits) of a Perfect Sales Person. Now you know what has changed in the sales world – Discover the 3 traits and characteristics of a perfect salesperson. Find out the key area you can develop to change your sales success. OF...
Episode 477 - MUM effect – Why People Don’t Tell You If You Have Food In Your Teeth Or Your Zipper is Down
August 16, 2023 11:29 - 21 minutes - 29.3 MBThe Mum Effect refers to the phenomenon where individuals in a group or crowd are less likely to help a person in need when other people are present. This happens because individuals assume that someone else will take action, leading them to do nothing. The Mum Effect also occurs when you have food in your teeth or your zipper is down, and no one tells you. Praise for intelligence can undermine children's motivation and performance. How do you influence others to help you without gettin...
Episode 476 - How Do You Persuade And Sell That Influencer, Energetic, Spirited, Expressive, Yellow Type Personality?
August 03, 2023 11:00 - 20 minutes - 28.5 MBAdapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and increasing your chances of persuasion and influence. How do you know if a person is this personality type, and how do you adapt your persuasion? Baseball reveals that specialists excel after leaving comfort zones Constantly adjust your persuasion approach based on your prospect's style and needs. This will increase your chances of i...
Episode 475 - How Do You Persuade And Sell That Harmonious, Steadiness, Relater, Type Personality
July 27, 2023 11:30 - 20 minutes - 28.5 MBAdapting 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 of persuasion and influence. How do you know if a person is this personality type and how do you adapt your persuasion? The unconscious mind can detect a liar–even when the conscious mind fails Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chan...
Episode 474 - How Do You Persuade And Sell That Red, Dominant, Driver, Direct, And Assertive Type Personality
July 19, 2023 11:04 - 20 minutes - 28.9 MBAdapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building trust and increasing your chances of influence. How do you know if a person is this type of personality? How to make self-affirmation work, based on science Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chances of influence. Want to discover how to read, understand and...
Episode 473 - How Do You Persuade And Sell That White, Conscientiousness, Philosopher, Systematic, Analyzer Type Personality
July 06, 2023 14:53 - 20 minutes - 28.9 MBAdapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust and increasing your chances of influence. How do you know if a person is this type of personality? The Psychological Study of Smiling Always adjust your persuasion approach based on your prospect's specific preferences and needs. This will increase your chance of influence. Want to discover how to read, understand and adapt ...
Episode 472 - How Do You Sell And Adapt To Boomers Gen X Millennial And Gen Z
June 29, 2023 11:26 - 21 minutes - 30.3 MBWe already know you should adjust your influence and persuade people how they want to be persuaded. This is true for personality, culture, and especially age. So, do you know how to adapt to Baby Boomers, Generation X, Millennials, and Generation Z? Here is a quick reference guide of what to adjust for each generation. Cutting back on social media reduces anxiety, depression, loneliness Generational Differences in Workforce This is just the tip of the iceberg on how to adapt and ...
Episode 471 - Get Unstuck – How To Eliminate Fear, Anxiety, And Worry In Your Life
June 22, 2023 11:30 - 20 minutes - 29.1 MBOvercoming 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 success. Join me for this week’s podcast on Get Unstuck – How To Eliminate Fear, Anxiety, Worry In Your Life. I will interview a Psychologist on the skills needed to take your life and success to the next level. P.S. Lifetime membership to Gold Influence University 65% off your membership Influence Uni...
Episode 470 - Brain Chemicals That Help/Hurt Influence - Cortisol, Oxytocin, Dopamine, And Serotonin
June 14, 2023 11:30 - 21 minutes - 29.9 MBYou 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 escalates, and you interrupt one of your colleagues to correct their perspective. Your Brain Is Hooked on Being Right How do we use brain chemicals to change minds? Join me for this week’s podcast on Brain Chemicals That Help/Hurt Influence - Cortisol, Oxytocin, Dopamine, And Serotonin. I will reveal how to use these differe...
Episode 469 - Top Deception and Dishonesty Tactics
June 06, 2023 10:29 - 20 minutes - 28.9 MBWhile 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 falling victim to them. They are here to understand how they are used and not to use them. On being happy and gullible: Mood effects on skepticism and the detection of deception Want to know more about these tactics? Where are people crossing the line between per...
Episode 468 - The Missing And Forgotten Tool Of Success And Wealth
May 31, 2023 11:30 - 20 minutes - 29 MBImagine 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 realization: unless you face your fears, how can you ever overcome them? Now, imagine unlocking the remaining steps to success. Envision programming your mind for the success and abundance you truly deserve. There's one crucial ingredient that most people overlook or postpone. Join me on this week's captivating podcast episode...
Episode 467 - The Key Factors (And Mistakes) Of A Successful Negotiation
May 24, 2023 10:49 - 20 minutes - 29.2 MBLet’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 your viewpoint. With persuasion, there is no compromising as there is in negotiation. Negotiation, on the other hand, is a process of give and take. It’s overcoming objections on both sides of an issue and ultimately reaching some common ground. The challenge for most people during a negotiation is what t...
Episode 466 - 4 Time Management And Productivity Hacks - Gain an extra hour a day
May 09, 2023 10:26 - 20 minutes - 28.9 MBIt’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 effective folks put out 80 percent of the effort only to get 20 percent. Sound unfair? Let me give you a tip for entering the world of 20 percent work/80 percent results. Great persuaders understand that time is more important than money. They are fanatically aware that while we can accumulate money, we cannot accumulate time. How Do You Use...
Episode 465 - AI #2 - Insulting Compliments - Weighing the Pros and Cons of Charisma
May 03, 2023 10:47 - 20 minutes - 28.3 MBAre 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 isn't just a trait that a lucky few are born with - it's a skill that can be learned and mastered by anyone. YES, anyone. Charismatic Leadership 16 Compliments You Didn’t Realize Are Actually Pretty Insulting Revenue AI and Sales Trends Want to become more charismatic? Want to know the formula for instant influence? There are significant...
Episode 464 - How AI (Artificial Intelligence) And ChatGBT Will Help/Hurt Sales And Persuasion
April 26, 2023 10:30 - 21 minutes - 29.4 MBAI 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 messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals. However, it's important to note that AI should be used in conjunction with human expertise and judgment, not as a replacement for it. How to Respond to Rude or Inappropriate Remarks Pause…… ...
Episode 463 - Clickbait Your Way To Influence
April 19, 2023 10:39 - 20 minutes - 28.2 MBHave 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 resist clicking on that link. We don't want to miss out on anything we could own. We want to get around any restrictions placed upon us. We feel uptight and want our freedom back. This causes tension and unrest. The Law of Scarcity not only pertains to physical products, but also to ti...
Episode 462 - Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect
April 12, 2023 11:30 - 12 minutes - 18.2 MBHave 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 seem to get anything right? If so, you may have encountered the Dunning-Kruger effect, a cognitive bias that causes people to overestimate their abilities and underestimate their weaknesses. We Are All Confident Idiots Dunning–Kruger effect Join me for this week’s podcast on Do You Work With A Confident Idiot? How To Persuade Through...
Episode 461 - How To Lead, Persuade And Sell In A Hybrid Digital Changing World
April 06, 2023 15:12 - 20 minutes - 29.2 MBTimes are changing. There is no doubt we have more options. Communication over the phone poses unique challenges. A first impression over the phone is just as important as in face-to-face contact, but the first challenge is that your audience can’t see your face, body language, or presence. Everything about you is being judged entirely through the phone. Hybrid B2B Sales Will Be The Norm By 2024. How To Embrace The Future Of Sales Now. The challenge is the phone sales call i...
Episode 460 - How To Have That Difficult Conversation You Are Avoiding And Maintain The Relationship
March 29, 2023 11:30 - 21 minutes - 29.8 MBSo, there is this difficult conversation you need to have. You know that person is going to get emotional. You might even feel a chance that you could get a little angry or they could trigger another negative emotion. How is your EQ - Emotional Intelligence? Can you read their emotions? Can you control your emotions? There is a fine line between logic and emotion. To influence someone, you have to have both. Emotions will override logic every time. I am going to assume that yo...
Episode 459 - Are You That Annoying, Frustrating, Irritating Salesperson? The Science And Solutions
March 21, 2023 11:30 - 21 minutes - 29.3 MBBased on over 20 years of study, research, and experience in the field, my findings astound even me. People aren't won over by tactics and gimmicks. In fact, they 're are tired of them. A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try to take advantage of you if they got the chance. When asked what they thought about persuaders, only 32 percent of respondents said, "I have ...
Episode 458 - How Story Selling Persuades Without Detection And Under The Radar
March 15, 2023 11:30 - 21 minutes - 29.8 MBStories 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 and not paying attention to the speaker. We were off in our own world when we suddenly perked up and started to listen because the speaker had begun to tell a story. We sat up, listened attentively, noted what was being said, and wanted to know what would happen next. The ability to tell a story is a pow...