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, and industry.  The key is that no matter your leadership style, you can add the elements of charisma.  Servant Leadership Theory Harvard Charisma  Join me for this week’s podcast on What Type ..read more

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 in action, where we overestimate how much others notice our actions, mistakes, and appearance.  Psychologist Thomas Gilovich's research highlights this part of humanity with an interesting experiment. Have You Fallen Prey to the "Spotlight Effect?" Join me for this week’s podcast on How To Identify And Use The Spotlight Effect To Influence And Get The Yes.   You will discover how to identify the spotlight effect in yourself and your prospe ..read more

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 persuade and influence?  Absolutely.  Join me for this week’s podcast on Military Interrogation (Influence) Techniques and discover how to adapt proven interrogation techniques in your daily negotiation or sales approaches.  Find out other ..read more

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), they find themselves in a state of discomfort. In this uncomfortable state, they will be motivated to adjust their behaviors or beliefs to regain mental and emotional balance. When our beliefs, attitudes, and actions mesh, we feel congruent. Thi ..read more

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 could be doing that repels the people you are contacting.  What are those common persuasion mistakes, and sales blunders costing you money? Why Some Decisions Feel Right While Others Don’t These mistakes are silent influe ..read more

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 persuasion mechanism You can create more engaging, relatable, and persuasive sales interactions by understanding and using mirror neurons.  Want to discover additional ways to get your prospect’s mirror neurons to fire on command?  Join me fo ..read more

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 me for this week’s podcast on Are You A Master Manipulator? What is your Presentaion IQ? Find out HERE for FREE ..read more

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 properly reading your prospect. What this person is really saying is: “Go away. I have heard enough. I don’t see where or how this can help me.”  Great persuaders will always have fewer objections to handle than old-style persuaders will. Dan Ariely ..read more

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 opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a huge advantage to you when it comes to persuasion. Weather Can Affect Your Mood — but How? Why We Remember What We Remember Not eve ..read more

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 persuades What are the other areas of vocal variety or paralinguistics?  There still is another 3 critical areas of adapting your voice to become more persuasive.  Join me for this week’s podcast on How To Adjust Your Voice For Maximum In ..read more