Monthly Archives: January 2017

Episode 173 – How Aroma Can Help/Hurt Influence

Smells: The Aroma of Persuasion

We all know what the smell of movie popcorn does to us. Smell is directly linked to our emotions.  Our sense of smell is so powerful that it can quickly trigger associations with memories and emotions. Our olfactory system is a primitive sense that is wired directly to the center of our brain. By four to six weeks, infants can tell the difference between their own mother’s scent and that of a stranger.  Almost everyone has experienced situations in which a smell evoked a nostalgic (or not so nostalgic) memory. Think of the smells that take you back to your childhood. For some it is the smell of fresh baked bread, or freshly cut grass, or of the neighborhood swimming pool. You can go back twenty years in a matter of seconds with the sense of smell. Smells require little mental effort to be experienced and the subconscious reaction happens with little conscious attention.

 

There have been numerous studies conducted on the impact scent and fragrances have on association. A study conducted among undergraduate students found that female students wearing perfume were rated as more attractive by male students.  Scents were even found to improve scores on job evaluations. Of course, offensive odors can also be used (and have been used) to evoke a negative response. This technique was once used while campaign committees were rating and appraising political slogans. Not surprisingly offensive odors caused the ratings for the slogans to go down.  The smell of citrus Windex helped people to be more generous with their money and time towards the habitat of humanity.  Cleaning aromas also help more people be honest and fair and their dealings with others.

Article Link

 http://healthland.time.com/2013/12/16/my-nose-made-me-buy-it-how-retailers-use-smell-and-other-tricks-to-get-you-to-spend-spend-spend/

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Episode 172 – 4 Power Skills of Persuasion

Summary:

Talking Too Much 

  Being an extrovert, having the gift of gab, or being able to make small talk with anyone you meet can definitely be used to your advantage, but watch yourself. How can you persuade if you are always talking? It will be very annoying to your audience if they sense that you like hearing yourself talk more than listening to their concerns. Remember, it’s about them, not you. Great persuaders listen more than they talk. In fact, great persuaders use their listening and questioning skills to get their audience to persuade themselves. 

 

Often when someone comes to you, she already knows what she wants. She already has something in mind. She just needs to talk through it with someone. Which approach do you think will have better, longer-term results: you persuading your audience, or you helping them persuade themselves? It’s much better if your audience feels as if they have made the decision themselves, without perceived external influences. When you do have to talk, be succinct and to the point. A good rule of thumb is not to talk more than 30 percent of the time. 

Link to article: http://foodpsychology.cornell.edu/discoveries/curse-chinese-buffet

 

Now, with these general guidelines in place, it is worth pointing out that you must always be prepared to adapt and adjust to the personality type of your audience. For some people, talking 30 percent of the time will still be too much. Discussing only what is relevant to the matter at hand and keeping chit-chat to a minimum is best for these no-nonsense types. Your attempts at being their buddy will likely annoy and maybe even offend them. Some people feel that being overly warm and personable is not appropriate when you have just met someone for the very first time. Polite and professional, yes, but warm and fuzzy, no. The bottom line is, don’t get too friendly too fast

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Podcast 171 – Networking with Stephanie Burroughs

Today I interviewed Dr. Stephanie Burroughs.  She is the author of Dating Your Business Prospect.  She looks at networking in a whole new light.  She calls it 360 networking.  She explains how to use social media and expanding you social media with face to face and belly to belly networking.  She will answer the following questions on the Maximize Your Influence Podcast

 

How to you prepare for this encounter with an important prospect?

How do you approach them without looking like a fool?

What does the perfect follow-up look like?

 

Stephanie Burroughs Bio

Dr. Stephanie D. Burroughs, President of StephanieSpeaking LLC began her minority business advocacy in 1980, while working in the construction industry providing contract compliance monitoring for M/W/DBE programs. She later increased her competencies by providing program development, project management and diversity certification auditing services. 

 

StephanieSpeaking LLC provides speaking, workshop facilitation and business navigation services for minority, women, veteran, and small business owners. The company helps business owners overcome fear, confusion and stagnation by providing clear instruction and easily integrated strategies on how to successfully navigate and compete for government and public contracts. Dr. Burroughs is known for her inspirational, holistic and common sense approach resulting in many clients and audience members experiencing thought-life transformation; thereby changing their outlook and approach to their business and life endeavors.

 

Dr. Stephanie D. Burroughs is a graduate of Rutgers University and currently resides in New Jersey.

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Podcast 170 – Eye Contact: Deception or Influence?

The New Year is here and your influence skills are more critical than ever.  You have heard enough about goals – so let’s focus on those persuasion tools.  Does your eye contact help you influence or does it trigger deception cues?  Are you reading your prospect’s eyes to adjust your presentation?  Let’s find out the power of your eyes.

Ralph Waldo Emerson said, “The eyes of men converse as much as their tongues.” The more common phrase we hear is “the eyes are the windows to the soul.” Through our eyes, we can gauge the truthfulness, attitude, and feelings of a speaker. Not making the proper amount of eye contact can have devastating results. Our pupils are one of the most sensitive and complicated parts of our body. They react to light, but they also respond to our emotions, revealing a variety of feelings.

Making eye contact can also convey love or passion. In a number of studies on eye contact and attraction, researchers found that simply looking into one another’s eyes can create passionate feelings. In one particular case, two members of the opposite sex who were complete strangers were found to have amorous feelings toward each other after merely gazing into one another’s eyes.   In another study, beggars were interviewed about their “tactics” for getting donations. Several of the beggars stated that one of the very first things they tried to do was establish eye contact. They claimed that making eye contact made it harder for people to pretend they hadn’t seen them, to ignore them, or to just keep walking.  Other studies have shown that public speakers who make more eye contact, use pleasant facial expressions, and incorporate appropriate gestures into their speeches have more persuasive power than speakers who do not.

What do we need to know about the eyes?

Sunglasses – Hide the eyes and arouse distrust

Avoidance of eye contact – Lack of confidence

Less than 50% eye contact – Insincere and distant

Increased eye contact – Starting to accommodate or acceptance

Rapid blinking – Resistance to what has been done or said

Extended eye contact – Anger, love or frustration

Pupils dilate – Interested, and receptive