The top three reasons why other people aren't “getting it” when it comes to your services and products, and how to be persuasive when selling your passion.
How do human beings make decisions? By choosing the quickest path to pleasure or away from pain. In the art of influence, this is valuable intel. You can better lead people when you understand their underlying motives. People are motivated by many different kinds of pain and pleasure. That's why influential people keep track of their target’s observable triggers - what they want to move away from and move towards. So, today, I’d like to delve into one of the lesser-discussed pain/pleasure triggers. Using this technique can swiftly shift your target’s perspective. I’ve coined this approach as... Heroes and Villains In everyone’s life, there are people we look up to and people we never want to be like. The people you want to model are your heroes. The people you never want to become are your villains. Heroes and villains are guiding posts in our lives. The closer you can be like your hero, the prouder you feel about yourself. The more you are unlike your villain, the stronger and more resilient you feel. When you want to influence someone, identify their heroes and villains to make your message more compelling. Who are they? Heroes and villains can come from anywhere. A common example is a family member. Keep in mind there are a variety of relationships people have with their families. For one person, their dad might be the touchstone for what is right, how to be an honorable person, and how to care for the people in your [...]
Let’s cover 3 reasons why your proposals are not working, the psychology behind the process, and how you can improve your next proposals for big wins.
Wondering how to get really good at sales? This sales structure will anchor you into your goal and help you guide your prospect through the conversation.
Conversations. They can lead to powerful moments of realization and revelation. Conversations are how we, as a species, connect, learn, and grow with each other. And…conversations can be a huge source of stress, anxiety, and missed opportunities. One of the worst moments in any conversation is that terrible awkward silence. Not knowing what to say next can make you panic and worry whether or not you're making a good impression. So, today, l'm sharing a few tips that will help you keep that conversational flow going, always. Tip #1: Visualize Then Clarify Your first tip is to visualize during the conversation. Here’s what I mean. As the other person is speaking and telling you a story, visualize what they’re talking about as if it’s a movie playing in your mind. They could be telling you about a crazy, kooky thing that happened during their last vacation. Or, they could be telling you something as simple as what happened on their commute to work this morning. Then, look for knowledge gaps in the story. What’s missing in this movie? Do you know where they were? Who they were with? What time of day it was? Knowledge gaps are your opportunity to ask clarifying questions, which prompts the other person to elaborate, thus continuing the conversation. Tada! Here’s a quick example: New Person: “We had a blast the last time we were here.” You: “Oh, did you come to last year’s event?” (Notice the “When” knowledge gap) New Person: “Sure did. That [...]
The answers to these influential-intel-gathering questions help influencers discover exactly how to persuade someone else and can be used by you at any time, in any situation.
Comparison avoidance is a wolf in sheep’s clothing, and it’s been secretly keeping you from making bigger and better moves in your business and career.
Influence has a lot of fantastic purposes in business, but let’s talk about some tenets of influence that actually make the world a better place.
Did you know you can be influential without even speaking? Sometimes your most influential decisions have nothing to do with what you’re saying. Yes, words are an important factor of influence, but sometimes you’ll want to turn your focus from the message and direct it to the messenger. If you want to really step-up your influence game, then now is the time to start paying attention to your state. Let’s start by defining state, then we'll talk about the different circumstances in which your state can enhance your influential conversations. What is State? I was introduced to the concept of state in my 20’s while reading Tony Robbins’ books. No matter if you like, love, or hate Tony, understanding the utility of state can become your new favorite “Aha!” lesson for life. Essentially, state is the connection between your physical and emotional being. Meaning, your physical state can trigger emotions and your emotions can trigger your physical state. The understanding and utilization of state give you: Control in stressful situations, More choices when you’re feeling reactionary, Access to helpful thought patterns (again, rather than being reactionary) Leadership capabilities Here’s an example. Many of my clients want to feel more confident while speaking, either at conferences or while giving a presentation in a boardroom. Of course, you can’t just say to yourself, “Be confident,” over and over again. In fact, doing so is actually going to make you stress out more. Which means, you can’t talk yourself into feelings, [...]
Anything that gets in between you and accomplishing your goal has got to go, so here are the six most common influence mistakes, and how to remedy them!