The words we use and the way in which we use them can have a huge impact on how we are perceived by our audience. As Mark Twain said, The difference between the right word and the wrong word is the difference between lightning and a lightning bug.”
It’s Time To Bury Cold Calling
Endings are hard. Sometimes we cling to people, places, things, that we’ve outgrown, because of a nostalgia, or out of habit.
Involving Your Prospect In The Sale
The more you engage someone’s five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you’ll be. Listening can be a very passive act; you can listen to an entire speech and not feel or do a thing. As a persuader, you need to help your audience be one step closer to taking action. As a Master Persuader, your goal is to decrease the distance someone has to go to reach your objective.
How To Stifle Your Prospect’s Inner Critics
Critical judgment. . . it’s an obstacle for us as sales professionals and persuaders. Our main goal is shutting down the inner critics of the people we’re selling our products or services to. This can be accomplished by getting them out of their lives and showing them what could be, something bigger and better.
How To Tell When Their Pants Are On Fire
We’re all liars. It’s part of human nature to lie–to cover up, to get out of trouble, to spare feelings. It happens because this is human nature.
How To Increase Your Competence
True competence is an accurate reputation that is based on your intelligence, your expertise and your knowledge. People create perceived confidence in themselves by using certain tactics, like dressing in the appropriate uniform: a white lab coat or a suit and tie.
How To Activate Your Affluence
My belief is that we create our own destiny. The lives we have are the lives we have made for ourselves–good or bad.
Getting Your Foot In The Door
One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it up with a larger request, we still tend to remain consistent in our behavior and answers. This technique of capitalizing on such a principle has been called by several names, including “foot-in-the-door,” FITD, self-perception theory, or the “sequential request.”
Find The Motivator That Creates Hunger
In order to successfully motivate someoneor, to get her/him to internalize the motivationyou have to create a deep hunger or thirst. It has been said that you can lead a horse to water, but you cant make him drink. Thats true, but let it be known that you can give that horse salt, thereby creating such a thirst that the horse must have water. As a master motivator, you are giving salt to your prospects. That is, you are striving to create such a thirst in your prospects t…
Frame, Reframe
My transcriptionist lived in New Orleans until August 28, 2005, the day before Hurricane Katrina hit. She and her boyfriend and their four cats evacuated with two cars full of valuables and art and ‘irreplaceables’. They rode out the storm in Tennessee in a pet friendly hotel.
Framing Baby Killers
“We don’t see things as they are, we see them as we are.” – Anais Nin
Effective Persuasion Has Lasting Impact
Do you want short-term temporary results or long-term permanent results? Effective persuasion has lasting impact, but it requires dedicated study and long-term commitment on the part of the persuader.