All Episodes
Episodes
Episode 245 - Sales Mistakes Costing You Money
The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that I have worked in persuasion, sales,...
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Episode 244 - How to Overcome Your Persuasion Vomit (Data Dump)
Persuasion Vomit (Data Dump) Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or...
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Episode 243 - Dark and Dirty Influence Techniques
 Psychological Power: The Mind Game Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another...
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Episode 242 - Dealing With Angry People
Anger is a secondary emotion. A prospect's anger is usually an indicator that something else is askew and that he needs or wants attention.  When we are angry – we want attention or action now. You can assist in...
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Episode 241 - How You Are Selling For Your Competition
The Brick Wall of Resistance Has this ever happened to you? You enter a retail store and you're approached by a sharply dressed persuader. You are interested in buying, but the salesperson is a little aggressive....
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Episode 240 - Persuasion Darts
Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It's only natural. Wouldn't helping someone see the potential gains of your product or service be a good thing? Yes, but...
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Episode 239 - Trust Authenticity and Congruence
  Great persuaders are congrooent, but what is congrooence? When things match, we don't notice, but if something seems off, it grabs our attention either consciously or subconsciously. Just like the misspellings in...
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Episode 238 - The #1 Way to Create Instant Trust
 You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be perceived as a self-centered. Take...
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Episode 237 - How Your Confidence Becomes Arrogance and Destroys Trust
Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the difference? It's all about the intention....
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Episode 236 - The Perception of Competence and Trust
Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or...
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Episode 235 - How Self-Discipline Affects Trust
Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What do you...
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Episode 234 - Why Trust Levels are Falling (Trust Intro)
Whenever someone tries to influence us, in our minds we ask ourselves, "Can I trust this person? Do I believe him? Is she really concerned about me?" We are less likely to be influenced if we sense that the person...
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