Category Archives: Uncategorized

Episode 206 – Do Closing Skills Still Work?

Inside the World of Objections and Concerns

 When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will realize that when people voice objections, it indicates that they are both mentally interested and emotionally involved in whatever it is you are proposing, even if they are skeptical.

 Interested and involved?what more could a persuader want from their audience? It may be surprising, but when there are no objections during the persuasion process, the persuader’s success rate actually drops dramatically.  It is much better to get objections out in the open than to let them fester.

 Top persuaders do not consider objections or audience concerns as opposition. Rather, they view them as part of the persuasion game. Your audience will naturally delay as long as possible the moment of decision?the moment they need to say yes or no. This stalling can be used to your benefit. Dialogue and exchange of ideas can create a long-term follower, client, or customer.

 Great persuaders may even solve objections before they are voiced. No matter how good you get, objections will be raised, and the truth is that well-handled objections help you persuade. Your persuasiveness depends a lot on how you handle objections and concerns, and you can handle them best if you know what the most common objections are. There are thousands of excuses.   

 Many persuaders (without realizing it) show tension, uneasiness, or irritation when someone brings up an objection. Usually, this unrealized conduct occurs because objection stirs up the persuader’s own insecurities (often fear of failure or fear of rejection).

 The persuader thinks to him or herself, “Didn’t I go over that already? I’m doing a good job explaining things! Why is this person still not convinced? Why am I bombing this persuasive encounter? Do I sound like an idiot?” As understandable as this reaction is, it will only makes things worse. Your audience will sense your uneasiness and feel even more uncomfortable. Don’t set off more alarm bells than are already ringing!

 A calm, natural demeanor opens the door to persuasion and will keep it open in the face of objections. Remember: your audience cannot feel at ease if you don’t. They cannot feel relaxed if you aren’t. They won’t be enthusiastic if you aren’t showing enthusiasm yourself. In a very real way, you must create what you want them to feel.

These oxytocin genes may influence number of friends

You may be as friendly as your genes

 

Check out this episode!

Episode 205 – What If The Competition Has The Same Price?

Charisma is influence.  In other words, getting others to do what you want them to do and like doing it.  People get uneasy when you talk about influence, but just like power, it is neutral.  Some feel it can’t be learned, others get uneasy that it might get misused and some pretend it is not that important.   Charisma and influence go hand in hand.  It can be used with your leadership, your company, your children and even for making the world a better place.  Influence can get people to accept your ideas, brings people together and helps change stick.  I am not talking about selling skills.  I am talking about long-term sustainable change that people want to implement.  There is a direct correlation between your ability to influence, your charisma and your income.

The challenge is most people influence the wrong way.  You tend to influence how you like to be influence and that is completely wrong.  You need to adapt to the person and to the situation.  Most influence happens with subconscious triggers (see the subconscious section).  Everything you do, everything you say or how you make them feel will affect how your audience feels about you.  You are repelling people and you don’t even know it. When people sense a hint of force, deception, hype, or selling underlying any of your influence attempts, you will lose your charisma.

Audiences are tough.  People have built a lot of resistance to the old style of persuading and influence; many people have built a brick wall of resistance even before you’ve even meet them.  What can you do to overcome this tendency?  Your influence attempts must be nonthreatening and natural.  Forget loud and flashy.  That strategy only encourages more resistance.  And most definitely forget about high pressure.  Not only does that solidify resistance, it closes the door to influence.  When people feel they have been pressured, bullied, or coerced into doing something they don’t need or want, they become rebellious and resentful.

The Benefits of Laughter

Check out this episode!

Episode 204 – Negotiation Blunder: Position vs Problem

Negotiation: Face-to-Face, by Phone or via E-mail

In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their answer? It depends.

 Face-to-face communication is more likely to alleviate any possibility of miscommunication or deception. When you’re actually there, in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other party is thinking and to determine the direction in which the negotiating is headed.

For the same reasons, it is also easier to create and maintain rapport. If there is already a fair amount of tension in the air, however, negotiating by phone can take the edge off, can provide breathing room and can minimize the effectiveness of any pressure tactics that may have been employed. E-mail’s main advantage is that both parties have control over saying exactly what they want to say and how they want to say it.

 Since there is no ebb and flow to live conversation, the involved parties can keep the floor as long as they want. On the flip side, e-mailing can tend to make the negotiating parties less restrained and more impulsive in their communication. This rashness isn’t always a bad thing, but it definitely can be if tensions exist. One study found that abrupt and unmannerly exchanges occurred 102 times when negotiating via e-mail as opposed to only 12 times when negotiating face-to-face.  

Influence University

 

Check out this episode!

Episode 203 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3

Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let’s say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. His perception is that the monthly payment for a $500,000 policy is too high. So you break it down for him, telling him that for an extra 50 cents a day, or the cost of a can of soda, he can insure himself and adequately take care of his family if something were to happen to him. With this contrast, your client can see that the extra 50 cents is worth it to have the extra $250,000 in coverage. You have reframed your request into simple terms to help your prospect see it fitting into his way of life. If you are getting resistance from coworkers to participate in a new project, you could say we are only looking for your help for 10 minutes a day or 45 minutes a week.

 Many times, we can fly under the radar with the contrast principle. There is a theory called the “Just Noticeable Difference” (JND),  which means the minimum amount of difference in the intensity of the stimulus that can be detected. That means the minimal amount of change the brain can handle before it begins to notice.  What does this mean? How much can you raise the price of a product without anyone noticing? This is also true for taste. Companies want the best taste for the lowest cost. The quality of the ingredients causes people to notice or not notice the quality of the product.

 Many marketers would rather change the packaging and offer less of their product than resort to charging more. When we don’t notice the difference, we think we are getting the same deal. Watching a sunset would be below the JND.  We really can’t see the sun move down the horizon as we watch it. When you raise the price of a product, you don’t want anyone to notice. Gas prices going up another ten cents is not noticed unless it breaks the dollar threshold i.e. $4.00-$5.00.  Is the yogurt cup now 2.9 ounces or 3 ounces?  We don’t notice especially since the cup size has not changed, but the bottom of the cup is more concave.   

3 Negotiation Techniques from Harvard Business Review

 

REVISED OFFER

Check out this episode!

Episode 202 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 2

“Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. Basically, an initially large and almost unreasonable request is made, likely to be declined?hence the “door slammed-in-the-face” as the prospect rejects the proposal. Then a second smaller and more reasonable request is made. People accept the second request more readily than if they’d just been asked outright because the contrast between the two requests makes the second one seems so much better. The technique is effective because social standards state each concession must be exchanged with another concession. When you allow a rejection, it is considered a concession. The person you are persuading will then feel obligated to agree with your smaller request.  The reason DITF is so effective is because society and the Law of Obligation direct us that each concession must be given a concession.  When you give them a concession they will be more inclined to give you a concession.

Demonstrating this point, researchers first asked college students to donate blood every two months for three consecutive years. Requiring a long-term commitment of not only time, but also of physical and emotional responsibility, the request was overwhelmingly turned down. The next day, the same students were asked to donate blood just one time, 49 percent agreed. The control group, where the students were only approached with the second request, (will you donate today) only demonstrated a 31 percent compliance rate.

The main reason the door-in-the-face technique is so effective is because the contrast between the two requests makes your prospects feel like they are getting more/or less than if you didn’t adjust their perceptions. They feel like they’ve made a fair compromise, while you get exactly what you wanted in the first place. 

Article: Smelling your food makes you fat

OFFER:http://healthepain.com/

Check out this episode!

Episode 201 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 1

Never fight on price.  Price in not the issue ? you are the issue.  Only 6% of things are bought on price. Anybody can fight on price.  Let’s learn 14 techniques to make price a non-issue.

 “Price is what you pay. Value is what you get.”  Warren Buffett

 This is all about human perception. The human mind has to find a benchmark or comparison to make judgments, especially when we are talking about unfamiliar situations or new products. People need to make comparisons with their past experience and knowledge.

The brain will always attempt to contrast your product or service. Is it the best or worst, cheapest or most expensive? Is your product the safe or risky choice or is it familiar or strange?

By presenting your prospects with contrast, you are creating those comparisons for them. The mind can’t process everything at once and so it develops shortcuts to help make decisions. Instead of making a completely internal judgment, we look for boundaries, patterns, and polar opposites.

We want to know the difference between our options, so we naturally contrast the two items. We mentally create a value or price in our mind from highest to lowest.

Do you want your prospects to compare your product or service to a second-hand used car or to a Rolls Royce? You get to decide where you want them to start their benchmark.

Forbes-Leaders are Readers

Harvard Business Review = Cognitive Fitness

 

SPECIAL OFFER

Check out this episode!

Subscribe and Listing Podcasting

This newsletter is the perfect way for you to improve your influence, sales, self-mastery, negotiation and presentation skills. Packed with new and useful techniques – these are the quickest and easiest way to improve your life, increase your success and explode your income!

Contact Us

Have a question, comment or podcast idea?  Let us know.
Send us a Letter.

Advanced Influence
3214 North University Ave. #613
Provo UT 84604

…or Contact us using form below

Your Name (required)

Your Email (required)

Subject

Your Message

About Us

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.