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Episode 227 – Expectations And The Impact of Suggestion

The Law of Expectations AND The Impact of Suggestion

 The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to behave or perform. As a result, people fulfill those expectations whether positive or negative. 

Expectations have a powerful impact on those we trust and respect, but, interestingly, an impact on strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect, trust and likability.

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 You know the saying, “What gets measured, gets done.” The same is true for expectations. That which is expected is what actually happens. People rise to meet your expectations of them. This is a powerful force that can lead to the improvement or destruction of a person. You can express an expectation of doubt, lack of confidence, and skepticism, and you will see the results.  

 We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you’ve been introduced to someone. Usually, if they introduce themselves by their first name, then you do the same. If they give their first and last name, you do likewise.

 Whether you realize it or not, you accept cues from others regarding their expectations and you act accordingly. Similarly, we all unknowingly send out our own cues and expectations. The power is in using the Law of Expectations consciously!

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Episode 226 – The Science of Rapport

A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because the cement dries fast.

How do you ensure that you’re making those early seconds really count? That first judgment or opinion about you is vital to your success. In this fast-paced world, you probably won’t get a second chance?you have to make it happen the first time.

Check out this article from the show.

Rapport is equivalent to being on the same wavelength with the other person. Rapport is the key to mutual trust. With rapport, we can differ in our opinions with someone else yet still feel a strong bond. Rapport can even exist between two people with little in common.

Many persuaders can’t tell if they’re connecting. They think that they’re doing everything right, that they’re doing all the stereotypical rapport-building things: being friendly, enthusiastic, or fun. But the reality is that in most cases, they are not building rapport and are failing to connect with their audience.

Studies show that not only do 75 percent of people not like all the “gushy, chit-chatty stuff,” but 99 percent of them won’t even bother to stop you when they’re annoyed.  The proverbial bad salesman comes to mind here. He acts too chummy and tells stupid jokes, all the while thinking everyone loves him.

You’ve probably met him. What did you do when you met this person? If you’re like most people, you politely endured the encounter, made up some excuse to get him off your back, and then swore to yourself that’d you’d never get stuck talking to him again. Reality check: This annoying person could be you.

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Episode 225 – Major Sales Mistakes Costing You Money #2

Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much.

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When we talk too much and fail to allow our audience to ask questions, it increases the thickness of the brick wall of resistance. Consider the doctor analogy to persuasion, meaning you have to listen and ask questions before you can diagnose the problem. The doctor does not come into the examination room and try to sell you on a prescription without first asking questions or trying to discover what you really need. Like a physician, you need to step back and be able to absorb and evaluate everything your audience is saying. While monitoring persuaders, I have found a constant epidemic of overpersuasion and regurgitating too many features.

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Ask yourself the following questions to determine whether or not you ever overpersuade or flood them with too much information:

  • Do you interrupt your audience in your eagerness to highlight another point before they have finished?
  • Are you worried about making the sale or satisfying a new customer?
  • Do you ever lose their eye contact or get a glazed look?
  • Do they seem stressed, indifferent, or agitated?
  • Does your audience seem overwhelmed or confused?
  • Are you concentrating on what you need to say next instead of listening?
  • Is your audience giving you excuses and objections that you’ve already covered or that you know aren’t really true?
  • Do their nonverbal signals tell you they are getting ready to run?
  • Are you talking about yourself instead of discovering their needs?

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Episode 224 – Major Sales Mistakes Costing You Money #1

Common Obstacles That Limit Your Persuasion Success

The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales, influence, and leadership, I have never yet found a perfect persuader.

 Ironically, one area of persuasion that is easily overlooked is the very one that would make everything else fall into place. You’ve probably heard the old adage, “Dull knives work the hardest.” Working hard is not the same as working smart. Are your knives sharp? Are you working smart?

See article here.

If you sharpened up in this one area, you’d likely be working more efficiently overall. Check yourself. Are you just going through the motions? Are you still using the same old tools over and over again without seeing the desired results? Or worse, are you making the same old mistakes over and over again? Are you making less than you could because of common “old-school” persuasion mistakes?

 There are things you are doing right now that cause people to resist you and your message. My research shows that there are common obstacles mediocre persuaders make that limit their success and income.

 Each obstacle is like driving around town with your emergency brake on. You are wondering why your car never has much power. These problems are simple to fix, but expensive to have.

Persuasive Presentation SPECIAL.

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Episode 223 – The Zegarnik Effect: Engage and Persuade

Zeigarnik Effect

When we feel we’ve been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so we can check them off our list. This is also known as the “Zeigarnik Effect,” named after Bluma Zeigarnik, a Russian psychologist. This effect is the tendency we have to remember uncompleted thoughts, ideas, or tasks more than completed ones.

The story goes the Bluma Zeigarnik was sitting in a café in Vienna when she observed that a waiter could remember everything someone had ordered, but once the food was delivered the waiter forgot everything.  This led for her to realize that it is easier to remember everything about an uncompleted task, but once the task is completed the memory will immediately fade. 

 

That uncompleted task will hold onto our memory, improve the recall and help us remember. We experience intrusive and almost nagging thoughts about a goal or an objective that was left incomplete.  It is built into our psyche to want to finish what we start.

 

We see the Zeigarnik Effect on the television news and other programs. Right before a commercial break, the newscasters announce some interesting tidbit that will come later in the hour. This piques your interest and, rather than flipping the channel, you stay tuned. Movies and dramas on television also leave you hanging in suspense.

By leaving something uncompleted right before the commercial break, the programs draw our attention, keep us involved, and motivate us to continue watching. We don’t feel satisfaction until we receive finality, closure, or resolution to the message, our goals, or any aspect of our life.  Incomplete tasks trigger thoughts. The thoughts of the incomplete task trigger more memory retention.  More memory retention triggers anxiety that triggers more thoughts of the uncompleted business.

You also see the Zeigarnik Effect in the courtroom. We already know that people feel more confident and impressed with information they discover for themselves over time. This dictates that persuaders slowly dispel information, rather than dumping large volumes of information all at once. A good lawyer does not disclose everything he knows about the case or the plaintiff during his opening statement. As the trial progresses, the jury can fill in the blanks for themselves with the additional information they gradually receive.

This works much better than dumping all the information on them in the beginning. It holds the jurors’ attention longer and gives the message more validity. The jury discovers the answers for themselves, and is more likely to arrive at the desired conclusion. 

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Episode 222 – How to Deal With Refund, Complaints and Buyers Remorse

 “Buyer’s remorse” is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision. If the people around us or other factors make us question our decision, we experience buyer’s remorse. On feeling this inconsistency, we’ll look for anything?facts, peer validation, expert opinion?to reduce the dissonance in our minds concerning the purchase.

Some of us even use selective exposure to minimize the risk of seeing or hearing something that could cause dissonance. Often people won’t even tell family or friends about their purchase or decision because they know it will create dissonance.

Asking for a refund, complaining about the product or representative, or having remorse can all be forms of dissonance.  If you handle your prospect the wrong way it increases dissonance and they will demand a refund.

 

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Thanks for visiting Maximize Your Influence…your source for the top persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business! Our podcast combines years of persuasion research with current studies and events that will entertain you and supercharge your ability to influence others. Below, you’ll see links to our latest episodes. Underneath the “Latest Podcasts” area, you’ll be able to subscribe to our news letter. The newsletter is the best way to learn about new persuasion research, upcoming events with Kurt and Steve, and great deals on the best persuasion out there! You can also click on “See All Podcast Episodes” to see archived podcasts. Enjoy our website! To contact us, click here.