Maximize Your Influence

One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do. Think about that statistic. An average persuader will ask six questions; a great persuader will ask sixteen. As you apply this principle in your persuasive encounters, always engage your audience with "easy" questions first. Let general questions precede specific ones. You want your audience to feel comfortable and relaxed, and people are encouraged by answers that they know are right, that don't put them on the spot, and that don't arouse anxiety. Want to get past just hearing and learning how to listen with your ear, eyes and heart? Want to know why introverts outpersuade extroverts? 1 of the 10 reasons is listening, but there are many other factors to influence below the radar. Join me for this week's podcast and you will discover the key factors of persuasion and what has changed in the world of influence.

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance. Dave Kurlan is a Sales Development Expert and a top rated speaker, and the best-selling author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He hosts Meet the Sales Experts, a weekly radio show and is the leading expert in Sales Assessments and Sales Force Evaluations. He is a contributing author, along with Deepak Chopra, Brian Tracy and Jack Canfield, to the new book, Stepping Stones, and a contributing author, along with Jeffrey Gitomer and Zig Ziglar, to the new book, Mastering the World of Selling. He has published more than 800 articles on his popular sales management Blog, Understanding the Sales Force. He is the founder and CEO of Objective Management Group, and Kurlan & Associates, both Inc 5000 companies. For more information about Dave and his work visit his site here.

The proper use of humor will boost your confidence and increase your likeability. It enables you to establish instant rapport and they will trust you more. Practice your humor. Make sure it works. The brutal bottom line is they will either laugh with you or feel sorry for you. Supervisors driven by bottom line fail to get top performance from employees You will be surprised how easy it is to use humor. You will discover ways to use and borrow humor in your persuasive presentations. Humor opens the door to influence. Find the ways to make your prospect easier to influence. Use the 4 secret motivators to inspire others to get what you want

The good news is you can change many characteristics of your voice. What does your voice project? Does your voice work for you or against you? Find out the ways to make your voice more persuasive on this week's podcast - "How to Make Your Voice More Persuasive." There are easy tools you can implement to create that perfect persuasive voice. Article: Our pursuit of happiness makes us sad

How do you mirror someone that is successful? How do you benchmark a thriving business? How do you find the answers to that open-book test on success? There are 10 free to very inexpensive ways to get the answers to your success. You can get the answers to take your life, your income, your business to the next level. A Trick That Makes People Like You More Join me on this week's podcast on "The Forgotten Shortcut to Success."

We have all seen great persuaders in action. We have been in the presence of persuasive experts who automatically attract everyone to them. Wherever they go, people are captivated and influenced by such individuals' radiant energy and dynamic personality. People just naturally want to be persuaded by them. What makes them successful? These persuaders have adjusted or changed their persuasion techniques to match this new world of influence. Persuasion and influence have dramatically changed in the past twenty years. Social media has changed the way we communicate. Persuasion has changed. Your consumer, your prospects, and your customers all have changed. According to Advertising Age Magazine, they are bombarded with more than 5000 persuasive messages a day. This is the digital age. People are better educated and more skeptical than ever before. If you use only the same out-dated tactics that you learned years ago, you'll lose your ability to influence. Techniques that worked 5 years ago have lost their lustre. Why? Our understanding of persuasion and influence has changed dramatically. In the past, we did not know or care how consumers thought or what prompted them to buy or take action. Most people in sales and marketing were shooting in the dark. We hoped that what we were doing was working. Dr Antonio Damasio of Iowa College of Medicine sums it up best: "More may have been learned about the brain and the mind this decade than during the entire previous history of psychology and neuroscience." Why haven't most persuaders caught up with the times? Why are so many still using the old tools that should have been put to rest long ago? Are you one of them? When you are meeting with prospects, clients, or employees, are you a guest? An enemy? A pest? A product pusher? A pushover? Are you welcome or are you annoying? Think twice. Most people think they are a welcome guest, but the reality is—and the research shows—that you are more likely to be an annoying pest. They just never tell you. Times have changed, and we are no longer able to push people into buying a product or service. How can you adapt? We need to be able to help them persuade themselves. To be an effective persuader, you must be able to bring your audience around to your way of thinking. You can't be the one that is throwing persuasion darts – hoping one of them will stick and win you the deal. You must learn to adapt to the times. Join me for this week's podcast – Episode #300 (Woo-Hoo!!!) as I discuss all the changes in the world of persuasion and how to adjust. Now only are you going to learn "How Persuasion Has Changed - And How To Adapt," but also I will give you a free gift. Listen to find out the new tools and techniques and how to get your free gift – Power Negotiation Tools. Instagram: @maxinfluence Twitter: @influencemax Facebook: Maximize Your Influence

You are being persuaded all around you – And you don't even know it. Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence. That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!

You are being persuaded all around you – And you don't even know it. Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence. That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!

You are being persuaded all around you – And you don't even know it. Your environment (colors, smells, music, symbols, etc.) all have an impact on persuasion and influence. That impact can help or hurt persuasion. City parks are only as good as the trip to get there In his book Triggers, best-selling author Joseph Sugarman reveals that 95 percent of the reasoning behind a consumer's purchase is associated with a subconscious decision. In other words, most buying is done for reasons a person hasn't even put into logic. Listen to find out more!

Listening is one of the most crucial human relations skills. Listening is how we find out people's code, preferences, desires, wants, and needs. It is how we learn to customize our message to our prospects. Of all the skills one could master, listening is probably the one that will pay you back the most. Bosses who phone snub their employees risk losing trust & engagement There is a positive relationship between effective listening and being able to adapt to your audience and persuade them. So, what are the big complaints about you and your listening skills?