Monthly Archives: August 2015

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 create a children’s book that makes kids fall asleep. 

When it comes to influencing, there are words you should never use.  Kurt and Steve discuss many of these on this weeks episode, as well as many of the most influential words in the English language.  Influential words can change, however.  Words that were effective 5-10 years ago are no longer.  Tune into this episode to find out more!

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) are perceived as more credible by voters.  Check out the article here.

Due to listener feedback, Kurt and Steve realized that they didn’t cover the Law of Expectations deeply enough on Episode 101.  On this Episode (103) they return with more ideas on how you can prime your clients expectations to make your selling go more smoothly.

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, businesses can actually shoot themselves in the foot by responding too much!  Check out the article here.

If you’ve ever been told your product is too expensive, you need the Law of Contrast.  This is the most effective way to set the terms of value.  Many times prospects come to the table with a preconceived value of your product (justified or not).  You can turn the tables with the Law of Contrast!

Speaking of the Law of Contrast, this episode features a horrible use of it which HAS to be the persuasion blunder of the year!

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 rejection and disappointment.  Check out a recent article posted  by Psych Central that discusses the Six Stages of Mental Strength.

In any persuasive encounter, your prospect has certain expectations.  And so do you!  When things don’t go according to expectation, people feel frustrated and are more likely to act out in anger.  This is a basic psychological response that we can leverage in our favor.  Tactfully letting our prospects know what we expect of them is a great way to get them to behave the way we want them to.  This also spins off into NLP (neuro linguistic programming).  Kurt and Steve discuss some of the merits of NLP and how to use them.