First of all I don’t want you to think that I’m totally against the “takeaway” technique or using scarcity to drive sales, but it is overused and abused.   I mean how often can those furniture stores really go out of business?  Can it really be the last one in your size every time?  Does the sale always end today?  Although, when Scarcity and urgency is used correctly, it is still one of the most powerful Laws of Persuasion out there!

Why Scarcity Drives Us Wild

Scarcity increases the value of any product or service.  Scarcity drives people to action, making us act quickly for fear of missing out on an opportunity.  Potentially losing something before we’ve even had an opportunity to possess it drives people to action.  We don’t want to miss out on anything we could have had.  We want to get around any restriction placed upon us.  We feel uptight and want back our freedom.  This causes tension and unrest.   

How to Use the Law of Scarcity

Scarcity is critical to help us make a decision.  Most of us fear the point of making a decision, so we naturally want to put it off and allow ourselves time to think about it.  As a persuader, however, it is important to note that if your prospect puts off the decision, chances are they won’t make one.   

Here Are Few Ways to Increase Scarcity:

1.         Deadlines

Give your prospects a deadline or a point of no return.  We all operate on deadlines at home and in our businesses.  They are what cause us to take action.  If there is no immediate reason to take action now, we won’t.  No deadline means no action.

2.         Limited space, numbers, or access

If your prospect feels like they are competing for a limited resource, they will be much more motivated to take action.  When people fear they’re going to miss out on a great deal, they feel an urgency to act.   

3.         Might lose out

The prospect must recognize that there is a potential loss of freedom or a limit to their actions if they don’t take advantage of your offer.  People will always overvalue the thing you are restricting.  Create a state of emotion in which your prospect fears the loss.  This is an overwhelming feeling they won’t be able to ignore.  Motivated by restriction, this prospect becomes an emotionally motivated buyer.  They will not be denied.   

4.         Restrict Freedom

We want what we can’t have. If we are told a product is or will soon be unavailable, we want it even more.  Our desire goes up and so does the urgency to act.  Create a scenario where you tell your prospect that the offer is only good for so long.  Tell them they have to act now to take advantage of the opportunity or they will lose out.   

If you want scarcity to work you need to make sure your urgency is legitimate and believable.   Then add as many of these urgency builders as possible to your persuasive presentation.   When you master this law of persuasion, you will have people ask you how to get started or what is the next step.  The key to persuasion is always being able to help them persuade themselves.

Persuade with Power!

Kurt W. Mortensen

There is a Persuasion IQ skill is we already know, but often we overlook because we rarely see the return on investment for our time.  One of the key distinctions of ultra-successful persuaders is that they have taken the time to prepare ahead of time, every time.  Too often we take for granted that we’ll be able to just “go with the flow” or “wing it.”  Or we decide we’ll just wait and see what happens.  Why not? We’ve done it before.    The root cause of this lack of preparation is procrastination.

Do you realize that most people are productive less than half of the day?  Let’s say, for example that you could add up those wasted moments throughout the day, that would equal (on average) two hours (though research shows that for most people, it’s likely more).  For a five-day work week, those two measly hours add up to forty hours a month—the equivalent of another entire work week.

Why do we delay the inevitable?  Why is the tendency to procrastinate so prevalent?  We know it does us no good, and yet it plagues even the best of us.  Putting things off until the last minute never gives the best results. Great persuaders don’t have time to procrastinate.

While there are many different psychological factors motivating a person’s tendency to procrastinate, the number-one reason is fear of failure or rejection.  We often exhibit avoidance, reluctance, apathy, and rationalization when we are afraid.

What are some other reasons we procrastinate?  Another big one is indecision.  We fear being wrong and making mistakes.  As much as we want to see life as black or white, good or bad, we need to let go of the need for tidy compartmentalizing; life just isn’t that way.  Often, there are many ways of accomplishing the same thing, and there can be many right answers to any one question.  Successful persuaders are good decision makers.  They act in the moment. They decide now, not later.

Sometimes we procrastinate because we are tired or we don’t have the energy.  Other times, it’s because our goals aren’t big enough, and we become apathetic.  It can also be the reverse: if our goals seem too big, they will overwhelm us and we’ll start to shut down.  When you feel overwhelmed, the key is to break tasks down into smaller, more manageable, bite-size pieces. Yet another reason for procrastination is lack of knowledge or no drive to acquire that knowledge.

It is helpful to know the underpinnings, but you can look at procrastination in an even more basic way.  There are many fairly surface-level giveaways that tell you if you’re dealing with (or happen to be) a procrastinator.  According to Dr. Joseph Ferrari, a procrastinator tends to possess these five tendencies:

1.         They overestimate the time they have left to perform tasks.

2.         They underestimate the time it takes to complete tasks.

3.         They overestimate how motivated they will feel the next day, the next week, the next month—to do whatever they are putting off.

4.         They mistakenly think that succeeding at a task requires that they feel like doing it.

5.         They mistakenly believe that working when not in the mood is suboptimal.

Hello Master Persuaders,

Hope everyone is having a great week and enjoying the 10 Traits of Top Persuaders.  Just remember that when you need to persuade someone it is too late to learn.  Persuasion IQ skill #3 is your ability to develop instant rapport with anyone.  So the question of the week is.... Does your appearance matter in your ability to develop rapport and your ability to influence?  How are others judging you?  Let's find out and talk about IQ skill #3.

We've all been told, "Never judge a book by its cover."  Yeah, right.  Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing them into boxes.  There are many boxes-sharp, strange, weird, intelligent, dense, geeky, powerful, annoying, and more.  But here's what my research has shown:  When you create a positive perception, you have an 85 percent chance of persuasion.  With a negative perception, you have only a 15 percent chance.

Whether we like it or not, appearance definitely affects our ability to gain and maintain rapport. Your physical appearance, your clothing, your office accessories, and your personal accessories are all part of your appearance.  Appearance lies in the simple things that many people overlook, like being in shape and watching your weight, picking nice clothes to wear, paying attention to your accessories (i.e., jewelry, glasses, earrings, etc.) or having well-groomed hair.  A study at the University of Pittsburgh shows that there is also a direct correlation between good appearance and higher incomes.  The bottom line is that attractive people are more persuasive than less attractive individuals.

Appearance can be considered in the following areas:

·           Hairstyle

·           Clothing

·           Weight

·           Shoes

·           Face

·           Strange hairs

·           Hands

·           Nail care

·           Jewelry

·           Accessories  

As you can see, being "attractive" is more than just looking beautiful or handsome.  It deals with the whole person, inside and out.  When we come in contact with someone of the opposite sex, the attractiveness concept is magnified.  Attractive females can persuade men more easily than unattractive ones, and attractive males can persuade females more easily than unattractive males can.  This type of attraction works because it creates a positive association trigger, it captures attentions, and it builds esteem.  When a persuader is likable and optimistic, these traits increase attractiveness.

Be careful of your appearance.  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.

Persuade with Power

Kurt Mortensen  

PS  Take the Interactive Persuasion IQ Video Quiz   Click Here  (This is a long quiz, but critical to your persuasion skills)  

As you know I spend time interviewing your prospects after they have lied to you.  I get to find out why they said no, and what they really thought of you.  One of the big complaints is how you handled their objections or concerns.  You came across as condescending or made them feel stupid.  I know you did not mean to do this, but now we need to talk about reality.

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! When you are handling objections it is time to check your ego at the door.  It is about them and persuading them to do what you want them to do.  Don't act (or think) you are put out or that is a dumb question.  Remember - this is the first time they have voiced their objection to you, (even though you have heard it 100 times before), show them the common courtesy and respect just like the first time you heard that objection.

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.  You must keep the door open for them to ask questions or voice concerns.  It goes back to our school days.  When we ask a question and teacher makes us feel stupid or uneasy (whether they meant it or not) the door is slammed shut for additional questions, concerns or comments.

When you get an objection, keep the door open and check your ego at the door.  You could say... that is a great question.  I'm sorry I should have addressed that better.  This will keep the doors open to persuasion without having them mentally shut down.  Even if you already explained it, you should be accountable to them for not understanding your presentation.  When you handle an objection the wrong way, you will come across as arrogant or condescending.  When you get an objection or question this week, try to posture your response to leave the door open for additional questions or objections.

Persuade with Power

Kurt Mortensen

It is at 7:00 a.m., will you be there?  (YES)

Implement this skill today.  It can be that simple.  If at any point in your presentation you are getting that dreaded no – break the request or question into smaller questions and you will see an increase in your favorite word - YES.

       I am sure you have seen the news.  After years of being in power, forcing people to do things and spreading fear - it looks like Gadhafi is out.  What can we learn from this?  It is very similar to "Military Management."  You see it in the workplace - Do it or you are fired.  You see it with parenting - Do it or else.  You also see it with sales people and their coercive closes.  Does it work?  Sure it does.   Is it OK for your dentist to say "only floss the teeth you want to keep?" 

Let's explore the proper use of fear.

     Fear will get short-term compliance, but you will see long-term resentment, sabotage and rebellion.  This force or fear is why hidden cameras have caught employee's doing despicable things to their boss's coffee.  So why do people use fear to influence?  Because it is easy to use, it works (for the short-term) and they don't have any other persuasion tools.   

     As the great mobster Al Capone said, "You can get more with a kind word and a gun than with a kind word alone!"  I have seen coercion and fear kill creativity, numb the human spirit and create resentment and rebellion.   Is it OK to use fear while you influence?  The answer.......it depends.  Fear is overused and abused, but let's face it - it does work. 

What is Fear?

     Fear is anxiety or tension caused by danger, apprehension, harm, pain, or destruction.  The possibility of harm can be real or imagined.  Fear motivates and moves us away from unpleasant circumstances or potential destruction.  Fear persuades us to do many things we might not otherwise do. We buy life insurance, air bags, home alarms, and guns out of fear.

     Fear does not work in every persuasive encounter, however; if we were solely motivated by fear, we would never speed or start smoking.  The proper dose of fear is essential in persuasion.  If the dose is too small, it will not stimulate action.  If the fear is too large, it will trigger resistance and acceptance will decrease.  For fear to stick and create action and persuasion, it must include the following steps: (Let's use life insurance as an example)

1.  The image of fear must be unpleasant, such as threat of pain, destruction, or grief. 

If you were to die today would your family be able to survive financially?

2.  It must be imminent.  Your prospects must feel not only that the fearful event is likely to happen, but also that they could be victimized by its occurrence.  They must feel vulnerable.

Is it possible that you could be in a car accident on your way home from work?  

3.  You must provide a solution to the fear.  Give your prospects a recommended action to suspend or eliminate the fear. 

Here is a perfect policy that will provide for your family in case......

4.  Your prospects must believe they are capable of doing what is asked of them and that doing so will work for them.

The paperwork will only take a few minutes and your will be protected.

     There is a time and place for fear.  When you create fear, use the fear formula above to make sure it works.  Careful of coercive closes that force people to make unwanted decisions or purchases.  Coercive closes only work 5% of the time, but have a 50% buyer's remorse rate.  Even a blind pig can find food - just like a coercive close will eventually work on somebody.  Use fear properly and you will become more influential. 

Persuade with Power

I can't say it enough.  Charisma is KEY to your ability to instantly influence others.  They will want to do, what you want them to do and like doing it.  This week I am bring back (by popular demand) a charisma video from the 33 days to Charisma.  You can either read or watch the video to learn how to inspire others to take immediate action.  Learn what to do when you are getting resistance or they are taking their time to say YES.  Here is the link for the video or continue to read for the abbreviated text.  Have an awesome week.   

Charisma Video Link 

If you are uninspired, you will not be inspiring.  Charismatic people have the ability to instantly lift their moods, adjust their emotions and change the energy in the room.  Being charismatic and inspirational is a full-time job.  It is not something you have every once in awhile.  The people around you expect you to be the one to lift their spirits and inspire them to new heights.  When they are down, you are expected to be the one to reenergize and boost their morale.  Most people already have plenty of people around them that de-inspire or depower them.  It is refreshing for them to feel hope, energy and inspiration.

     When you have the ability to inspire others, they rise to your expectations.  They feel part of the team and want to grow and improve themselves.  When you see a great charismatic leader that inspires others to new heights, it looks very simple.  Everyone around them is inspired and thrive on the high expectations.  The difference between using desperation vs inspiration is desperation promotes fear and competition while inspiration promotes hope and teamwork.  In other words, doing things for good of the team vs. striving to beat others down.  Desperation is usually rooted in fear.  People will not appreciate feeling pressured or that you bullied them with fear. They will resent you, harbor negative feelings toward you and never want to work with you again.  Desperation leads to poor decisions, forces unwanted choices, reduces options, and spawns regret.  Despair is very destructive and sucks the life and energy out of people.  Your goal is to inspire hope.

     What is the opposite of hope?  Despair, but despair comes when we feel powerless to change events or we lose our sense of purpose in our life.  Despair is a source of disorientation so profound that we lose contact with reality.  Most people don’t know they are negative people or stuck in despair, but they are sucking the life out of everyone around them.  In management the job is getting done, but usually out of fear, not out of inspiration.  Anybody can drive someone with desperation, fear, or worry.  The problem is desperation is temporary.  People who are driven by desperation or fear are typically so preoccupied with what they’re trying to get away from that they can’t think of anything else, let alone their future.

     If you want your charisma to last, you need to rely on inspiration, which is rooted in your emotions and your vision.  The positive results that come from using inspiration are obvious.  Inspired people don’t need a carrot dangling in front of them to get something accomplished.  You don’t need to use any fear tactics.  When you use inspiration, people become more self-motivated and don’t wait for external factors to drive them one way or the other.  Getting others inspired is the only way to keep them on a long-term track.  When you radiate inspiration you move people away from despair, inaction and blame.  It gives them hope in themselves and in the future.  You will be able to lead and inspire with charisma and the future in mind.

Charisma is Power

Kurt Mortensen

More Facts

     Aromas are commonly used as a participation device.  We know that our sense of smell can evoke memories quicker (Law of Association) and more intensely than any other method.  We see many examples of the use of aromas to create the proper atmosphere.  Victoria's Secret uses potpourri scents to augment their customer's feelings of femininity.  Pizza stores use the smell of freshly baked pizza.  Car dealers use the new car smell even on used cars.   

     In the Kajima Cooperation in Japan, management uses aromas to increase productivity throughout the day.  Their formula is citrus in the morning, for its rousing effects, floral scents in the afternoon, to encourage concentration, and woodland scents before lunch and at the end of the day, to help relax employees.  One study showed that people were more than twice as likely to provide a stranger with change for a dollar when they were within smelling range of a Cinnabon store.   The right smells can make a complete atmosphere.

There is an old African proverb that says, "A hyena cannot smell its own stench."  Be more aware of smells this week.  Find out if you are wearing excessive perfume or cologne.  Find out if your breath is limiting your ability to influence.   Bad breath is always a big complaint and the person rarely knows it is a problem.  Does the aroma in your office help or hurt with new customers?  Work on this tool this week and be more aware of the subconscious triggers around you.

Persuade with Power

Kurt Mortensen

Are we allowed to touch people?  Am I giving you permission to grab each other?  Hmmmm - We have to be careful with touch because there are many rules.  We have found through research that touch can connect you with people.  Remember that a handshake is considered touch.  

   Touch can be a very effective psychological technique.  Subconsciously, we like to be touched; it makes us feel appreciated and liked.  It is true, though, that we do need to be aware and careful of a small percentage of the population who dislikes being touched in any way.  In most instances, however, touch can help put people at ease and make them more receptive to you and your ideas. 

      Touch can create a positive perception in the person being touched.  Touch carries with it favorable interpretations of immediacy, affection, similarity, relaxation, and informality.   In one research study, librarians did one of two things when handing back library cards to university students checking out books:  Either they did not touch the person at all during the exchange or they made light, physical contact by placing a hand over the student's palm.  Invariably, those students who were touched during the transaction rated the library service more favorably than those who were not touched at all.   

     Waiters/Waitresses who touched customers on the arm when asking if "everything is okay" received larger tips and were evaluated more favorably than those waiters who didn't touch their customers.   Attractive waitresses who touched their customers received the highest tips of all!  Touch also induces customers to spend more time shopping in a particular store.  In one particular study, physical contact on the part of the salespeople induced customers to buy more and to evaluate the store more favorably. 

     In another example, touch was found to increase the number of people who volunteered to score papers, sign petitions, and return money that had been left in a telephone booth. Hornick discovered that touching bookstore customers on the arm caused them to shop longer (to be exact, 22.11 minutes versus 13.56 minutes), to purchase more ($15.03 versus $12.23), and to evaluate the store more positively than customers who had not been touched.  Hornick also found that supermarket customers who had been touched were more likely to taste and purchase food samples than non-touched customers.

     We know that certain areas of the body can be freely touched while other areas are off limits.  Women have more leniencies with other women and men.  Men usually don't mind being touched by an unfamiliar female - but things get harder to predict in cases where men are touching other men.  In general, men don't like being touched by unfamiliar members of the same sex. Safe areas of contact include the shoulders, forearms and hands, and sometimes the upper back.  This all depends on the situation and relationship between the two parties prior to the touch. 

Try it out this week and enhance your charisma.

Persuade with Power

Kurt W. Mortensen 

      Moods affect our thinking, our judgment, and our willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood, chances are much higher they won't bite. This is a huge advantage to you when it comes to persuasion. Great persuaders create the right mood. Great persuaders actually put people in a happy state. When we are feeling happy, we tend to think happy thoughts and to retrieve happy ideas and experiences from memory. Conversely, when we are in a negative mood, we tend to think unhappy thoughts and to retrieve negative information from memory.

      If you can influence the mood, you minimize the likelihood of objections and resistance. How do you influence mood? The most important thing is to make sure you are in a good mood yourself. Even if your audience is in a good mood initially, a bad mood on your part will quickly dampen their spirits (even if you are trying to hide it). Then, your chances at successful persuasion decrease significantly.

      One particular study demonstrated just how much the moods and attitudes of those around us influence our responses. Three individuals sat down to a meal together-two who were in on the study, and one who was unknowingly being evaluated on whether or not his companions altered his opinion of the food. The two conducted themselves in a very disagreeable manner and were unpleasant and contentious. On another occasion, this same individual was brought back to the same place and offered the same food. The only difference was he was given different table companions. This time around, the company was fun, interesting, and enjoyable. How do you think his evaluations of the food differed? You guessed it-the first evaluation was negative, while the second was positive, even though the food itself was identical from the one situation to the next.

      There is evidence across the board that mood is a major factor in persuasion. Even simple mood-boosting methods like eating a good snack or listening to pleasant music have been shown to make people easier to persuade.  An interviewer who is in a good mood tends to assign higher ratings to job applicants.  Happy moods also increase creativity, which is critical for great persuaders.  Consumers who are in a good mood will be more aware of positive qualities in products or experiences they encounter.  And as any kid has already figured out, parents who are in good moods tend to be more lenient.

     Just to reinforce the point, I will highlight one other study. The study was conducted in a hotel room that did not have a window or any other means by which the occupant could know what the weather was like. When the guest ordered room service, the server would describe the weather as cold and rainy, cold and sunny, warm and rainy, or warm and sunny. How do you think these pleasant or not-so-pleasant reports affected the amount of the server's tip? Interestingly, it did not seem to make much difference whether it was warm or cold, but when the weather was reported to be sunny, tips increased by 26.65 percent!

This week try to make sure you are aware of your moods.  Your audience can sense when you cover up a foul mood.  Also make sure you get your audience in the right mood before you attempt to persuade them.

www.kurtmortensen.com

The journey to success starts with belief, proven principles and a burning desire to change. A lot of it will boil down to how your mind is programmed and whether you have given yourself permission to win.

Let’s revisit the good old days of sitting in math class. Take the mathematical operation 4 + 4, for example. The answer is 8, right? What if we keep the same numbers, however, but change the operation—say, 4 x 4. The answer is 16—the same two numbers with a different operator yield twice the results. Now think about 4 to the fourth power, or 256. Again, same numbers but the resulting figure is exponentially greater than the one we started with. This is what I mean when I talk about the Exponential Factor. Using the same raw material—you—we can create massive success just by thinking about and approaching things differently. By changing your outlook and the way you operate, you can exact profound change.

Andre Maurois imparted the now-famous anecdote: “If you create an act, you create a habit. If you create a habit, you create a character. If you create a character, you create a destiny.” Small things usually do make the biggest differences. That’s just working smarter, not harder.

We know that it is not about working twice as hard. For example, Olympic champion Peter Vidmar used to always be the last gymnast to leave the gym. Surrounded by many very gifted athletes, he felt that he didn’t have the natural talent that some of his competitors did. He knew that he couldn’t practice or work out twice as hard as they did. Hour for hour, he gave it just as much as they did. He made one minor adjustment, however, and it paid off with big dividends. He always just added on another fifteen minutes or so to each workout after everyone else had left the gym. When he went on to win a gold medal over those he felt were more innately gifted, he attributed the extra fifteen-minute workouts as being a key to his success.

My challenge to you is to keep coming back to this website and I’ll show you how you can have the Exponential Factor. The result will be exponential success with no limits. Some people are satisfied with minor successes throughout their lives. Adding to their lives a little at a time is good enough. Others want to multiply the joy they have and the goals they want to accomplish. Then there are those who demand the most from life and want to achieve success exponentially. Just remember, it starts with how you look at it. It’s the same basic building blocks, but exponential success just has a better plan and execution.

Following are 10 simple guidelines to keep your speech and verbal packaging on the right track.

• Don’t use jargon or technical language unless you are sure every member of your audience understands the meaning.

• Don’t use profanity or slang. In general, using profanity damages your credibility. Be sensitive to whatever language your audience might find offensive, profanity or otherwise. Avoid name-calling and other forms of abusive language.

• Speak in everyday language. You want your audience to relate to you and to feel as comfortable with you as possible. Use language that will make you seem familiar and easy to follow.

• Keep your language simple and clear.

• Keep your sentences short. Use as few words as possible unless you are painting the picture–just one idea at a time.

• Use words that will engage the audience. Use “you,” “we,” “us,” and even “I” if you are relating a personal experience.

• Don’t use vague and abstract words. They muddle your meaning and confuse your listener.

• Don’t talk down to your listener by using pompous and pretentious words. Be direct; don’t bluff or beat around the bush.

• Use verb-driven language. By using verb-driven language, you will arouse a greater sense of action and motivation. Using these kinds of verbs will make your statement more convincing because your audience will engage their emotions, consciously and subconsciously. Verbs that are abstract or overused do not communicate excitement.

• Have a good time doing the above. If you dread what you are doing it will show. Think of the big picture and all the good that comes from your presentation for everyone involved.

Ego kicks in anytime someone challenges your abilities, especially your abilities to do your business, your immediate and instinctive reaction is to prove them wrong! When employing this tactic, be careful to avoid damaging the ego. VERY IMPORTANT: When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.

Another challenge to someone’s ego is commonly used by sports coaches in a team environment. When during football practice a player is not putting in 100 percent, is late for meetings, or keeps making the same mistake, the coach has a perfect ego-based solution. He brings the team together and explains exactly what has happened with that particular player. He then has the whole team, except for the guilty player, run laps. This punishment is a challenge to the ego of this football player. Such a situation only has to happen once to be persuasive for each member of the team.

There are many challenging messages geared towards our egos. Think of a multilevel marketing meeting, where managers say they are looking for “go-getters” and “people who can take action.” Or what about a teacher who tells the student, “I’d like you to do these advanced assignments”? I have seen sales representatives make a subtle attack on the prospect’s ego when they were not getting the sale. They simply say, “I guess you don’t have the authority to make that decision.” You should see the egos take action! Another example is giving people credit for things they don’t even know. When you give people credit for knowing something they really know nothing about, they generally will say nothing and allow you to believe them to be smarter or more aware than they really are. The catch is that they then will try to live up to the undeserved credit that you have bestowed upon them in order to lead you to believe they really are smart. You have heard such phrases as, “You probably already know….” or “You will soon realize…” These are direct challenges to our egos.

In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively persuade, you have to let go of your ego and focus on your objective. You don’t have time to mend a bruised ego. Check your ego in at the door and remember your overriding purpose. Focus on persuasion, not on yourself.

Influence is a key element in mastering the techniques of Magnetic Persuasion.  Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character, not your maneuvers.  Persuasion is what you do or say, but influence is who you are.

How does one gain this type of influence?  How do you gain a strong enough influence over people that they will act simply because an idea came from you?  How about having a strong enough influence over people that they are still compelled to move forward even when you’re not around?

Most people don’t mind buying into a vision if they know exactly where they fit into it and what they have to do to achieve it. Visions must excite and influence others to take action.  Vision gives us energy, passion, and a reason for living, growing, and working hard.

When those around you have a sense of this mission and share your vision, you have developed followers who would be willing to sacrifice almost everything for your cause. Vision creates converts and brings commitment and determination, just as long as you provide the plan as well as the way and the why.

Creating a sound vision begins with focusing on our destination. You must know where you are going.  Remember the movie Alice in Wonderland, where Alice runs into a fork in the road and she asks the Cheshire cat which one she should take?  The cat asks, “Where to do want to go?”  “I don’t know,” replies Alice. The cat then responds, “Well then, it doesn’t matter.”

When getting somebody to buy into your vision, ask them where they see themselves with respect to that vision.  You’ll learn a lot. You learn if they see it in the first place.  You’ll learn if they believe it.  They will tell you where they see themselves, and that provides “self-created accountability” that you need to have motivated and loyal team members.  Check in with them about their vision frequently.  Ask what they need to make it happen, and how you can help.

Sometimes the right word is no word. On occasion we need to remain silent and let the other person talk. We have heard in sales that the first one to talk after the close loses. After the persuasion process and the final decision is ready to be made, make your proposal and shut up. The silence is nerve-wracking, but it’s a critical time to let the prospect make the decision without you rambling on and on about the product or service.

How often have you noticed a sales rep overselling a product? You were ready to make the purchase by handing over your credit card. The sales rep felt you needed to know everything about the product and he started to fill you in. This caused doubt to creep into your mind and you ended up leaving, telling the salesman you would think about it. When someone has been persuaded and convinced, there is no reason to say any more. Strike when the iron is hot!

More communication is not necessarily better persuasion. In fact, the less you talk, the smarter people think you are. The more you say, the more common and less in control you appear. Many individuals try to impress people with what they know by flaunting all their wisdom, but usually this strategy is just a turn-off.