Persuade Anyone at Anytime

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In business and in life, your ability to persuade others can mean the
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Persuade With Power
Kurt Mortensen
 
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The Hostile Prospect

This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques:

· Find common beliefs and establish a common ground.

· Use appropriate humor to break the ice.

· Don’t start the presentation with an attack on their position.

· You are only trying to persuade on one point; don’t talk about anything else that could trigger disagreement.

· Because of your differences, they will question your credibility. Increase your credibility with studies from experts or anything that will support your claim.

· They will try to find reasons to not like you; don’t give them any.

· Don’t tell them you are going to try to persuade them.

· Express that you are looking for a win-win outcome rather than a win-lose situation.

· Show them you’ve done your homework.

· Respect their feelings, values, and integrity.

· Use logical reasoning as clearly and as carefully as possible.

· Use the Law of Connectivity and the Law of Balance.

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On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important. He also discusses the brick wall of resistance and how we sometimes create it.

Has this ever happened to you? You enter a retail store and you’re approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie!

You say, “I’m just looking; I’ll come back later,” or “It’s too expensive,” or “I have to talk to my spouse before I decide.” What you’re really thinking is “I don’t like this guy,” or “I don’t trust her,” or “Something didn’t feel quite right.” In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why.

This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you, so they don’t hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don’t even realize we’re doing it.

 What do you do to overcome this tendency? Your persuasion attempts must be nonthreatening and very natural. Forget loud and flashy. That strategy only encourages resistance. And most definitely forget about high pressure. Not only does that solidify the wall of resistance in that particular moment, but the wall will increase in size. When people feel they have been pressured, bullied, or coerced into buying or doing something they don’t need or want, they are resentful. They will never do business with you again.

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