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“Breaking the mirror” is a term used to describe how lawyers intentionally disrupt the psychological connection, or rapport, with a witness on the stand. That disconnect is also called antipathy. During questioning, attorneys may initially mirror the witness’s tone, energy, rate, and body language to connect and build trust but then strategically break that alignment to create discomfort. This shift is particularly effective in creating pressure and undermining a witness’s confidence.
Harvard Psychologist Ellen Langer Shows How Mental Attitude Can Potentially Reverse the Effects of Aging
Want to know when, where, and how to use antipathy or unrapport? I know that is not a word, but it fits the topic. Join me for this week’s podcast on Destroy Rapport, Break The Mirror, And Increase Influence. Discover ways to use this disconnect to influence those who are demanding, unwilling to cooperate, and with dishonest people.
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The importance of the RAS in persuasion extends to various fields, from marketing and advertising to public speaking and education. By leveraging the power of the RAS, persuaders can enhance their ability to keep their prospect’s attention and motivate them to action. Understanding and utilizing the RAS is critical to involvement and making a lasting impression in a world overflowing with information.
Latent Learning - How We Subconsciously Pick Up Information
Join me for this week’s podcast on The First Gatekeeper - The Reticular Activating System (RAS). I will take a deeper dive into the brain and how to leverage the RAS during persuasion and influence. Learn how to use the RAS to keep their attention and get them to focus on you and your product/service.
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Influencers use closing skills to guide potential customers in making a decision. Effective closing skills ensure both the salesperson and the customer feel confident about the purchase, minimize resistance, and create a smooth transition to get the YES. Closing skills also enable salespeople to address last-minute objections and encourage customers to commit to the solution.
Deal or No Deal - The Role of Emotions in Negotiating Offers
A little anger in negotiation pays
What do your prospect’s hate about your closing skills? What repels them? What helps them? Join me for this week’s podcast on What Are The Top 5 Complaints About Your Closing Skills - With Solutions. Discover the critical influence skills that will seal the deal.
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Credibility is based on 3 things: your knowledge, track record, and appearance. What it comes down to is that you are believable and have the expertise to make things happen or solve their challenge. The perception could be based on your demeanor, mannerisms, or dress.
Rage clicks - Study shows how political outrage fuels social media engagement
If you are experiencing any of the above, it is time to borrow credibility. What? Can you borrow credibility? The answer is absolutely. Join me for this week’s podcast on How To Borrow Credibility In A Low Trust World. Discover the secrets of using persuasion techniques to enhance your credibility by borrowing from others.
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Praise and compliments can backfire or be disbelieved for several reasons, especially when perceived as fake or insincere. Here are the top 4 reasons why praise could backfire on you.
That ‘Compliment’ Might Actually Be Offensive
Praise must be genuine, specific, and aligned with reality to be effective and credible. Overpraising or manipulating through praise can make people uneasy or skeptical, undermining its intended effects. Join me for this week’s podcast on Why Your Compliments And Praise Backfire And Seem Manipulative. We will discuss the trend of people rejecting praise, why they don’t accept your compliment, and how to use praise that people accept.
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Identifying whether someone is a narcissist requires looking for key behaviors and personality traits that align with narcissistic tendencies
Why You Should Sleep on it Before Making an Important Decision
Finding a narcissist involves looking for patterns of behavior that revolve around self-importance, lack of empathy, and manipulative tendencies. Want to know how to persuade a narcissist?
Join me for this week’s podcast on How To Persuade And Earn The Respect Of A Narcissist. Discover why a narcissist thinks the way they do and what to do if they are in your path and you need to persuade them.
Can You Captivate and Close with Charisma?
Do You Ever Wonder How Some People Can Persuade And Motivate On Command?
Take a quick Presentation IQ assessment. Let’s identify how to take your presentation and influence skills to the next level. You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.
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Numerous studies have been conducted on the impact of scent and fragrances on association. A study conducted among undergraduate students found that female students wearing perfume were rated more attractive by male students. Scents were even found to improve scores on job evaluations. Of course, offensive odors can also be used (and have been used) to evoke a negative response.
Sensory Marketing; The Smell of Cinnamon That Made Me Buy
Want to know more about sensory marketing? Get your prospect more involved using their sight, sound, touch, taste, and smell. Join me for this week’s podcast on Using Smells And Sensory Marketing To Increase Influence. Discover how to instantly influence others using the senses.
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This Law of Persuasion states that the more skillful a person is in the use of language, the more persuasive they are. Words affect our perceptions, attitudes, beliefs, and emotions.
Language misused will trigger the wrong response and decrease your ability to persuade. All words have emotional meanings that are different from their dictionary definitions. Understanding words and their emotional triggers will enhance your ability to persuade and influence.
Facts alone fall short in correcting science misinformation
By carefully listening to a prospect's pronouns and adjusting your language, you can build more trust and increase your influence.
Join me for this week’s podcast on Persuasive Pronouns - When to use I vs We vs You. Discover when and how to use the correct pronoun to be more persuasive and seal the deal.
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Fear comes from uncertainty, financial challenges, past experience, or the fear of making a wrong decision. So, how do you switch them from fear to focus?
Horror films offer a psychological thrill ride
When you shift the emotional energy from fear and doubt to confidence and anticipation, you will close the sale and leave your prospect feeling good about their choice.
Join me for this week’s podcast on Science Of Horror Movies - Turning Prospect Fear Into Focus. You will discover the science of fear and how to use it to influence. Find out how to harness the fastest motivation tool you can use - FEAR.
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Whether you’re meeting someone for the first time, closing a business deal, or deepening a personal relationship, your body language is crucial in establishing rapport and trust - or inadvertently causing resistance.
Understanding and mastering these nonverbal signals can transform how you connect with others. Here’s how to recognize the signs that show you’re making a connection and those that indicate you are triggering distrust
Jobs That Need People Skills Are The Most Recession Proof
Want to dive deeper into the fascinating world of nonverbal communication? Join me for this week’s podcast, " Mastering Nonverbal Cues: How to Instantly Connect or Disconnect With Anyone." I’ll guide you through each body part and nonverbal cue, helping you identify how to connect with others.
Whether you want to make a great first impression, build stronger relationships, or understand the subtle signals that shape our interactions, this episode is for you.
Can You Captivate and Close with Charisma?
Do You Ever Wonder How Some People Can Persuade And Motivate On Command?
Take a quick Presentation IQ Assessment. Let’s identify how to take your presentation and influence skills to the next level. You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.
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EQ, or Emotional Intelligence, refers to the ability to recognize, understand, manage, and influence your own emotions and the emotions of others. It is a crucial aspect of relationships, influence, and leadership. Unlike IQ, which is relatively stable throughout life, EQ can be developed and improved through practice and self-awareness.
Emotional Intelligence Has 12 Elements. Which Do You Need to Work On?
What are the other elements of EQ that are critical to helping you influence others? How can you develop and master these competencies? Join me for this week’s podcast on EQ Essentials: The Most Important Skills of Emotional Intelligence. We will explore the critical aspects of Emotional Intelligence and how to apply them with your everyday persuasion.
Take a quick Presentation IQ assessment. Let’s identify how to take your presentation and influence skills to the next level. You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.
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Have you ever witnessed someone lose their temper over a hotel room upgrade? It happened to me while traveling with a famous personal development speaker who shall remain nameless. After a long day, we arrived late at night for our speaking engagement, and He asked the clerk for an upgrade. She politely declined, which didn't go over well.
6 Reasons Salespeople Win or Lose a Sale
Finally, we need to know when to connect and when to build credibility. With some people, we sense an instant connection; with others, we need to establish our expertise first. But how do we know which approach to take? Learning to adapt our first impressions can make all the difference. Join us in this week's podcast to explore Adapting your 1st Impression - Connect or Credibility.
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Can You Captivate and Close with Charisma?
Take a quick Presentation IQ assessment. Let’s identify how to take your presentation and influence skills to the next level. You will also receive my Perfect Persuasion Presentation template and video training to help out with my research.
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FOMO has gained significant traction in the digital age, where social media and online marketing amplify our awareness of what others are doing, buying, or experiencing. This heightened awareness can lead to a powerful emotional response, driving people to purchase or engage in activities they might otherwise pass on.
The Psychology Behind FOMO (Fear of Missing Out)
FOMO taps into a powerful psychological drive that motivates people to take action to avoid missing out on something valuable. You can be more influential by understanding and leveraging FOMO and Fear in your persuasion strategies.
Join me for this week’s podcast on How To Use FOMO and Fear To Seal The Deal. You will discover how to leverage FOMO, use fear, and create more urgency using proven techniques.
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Can You Captivate and Close with Charisma?
Do You Ever Wonder How Some People Can Persuade And Motivate On Command?
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Obligation has been used as a persuasive technique since the beginning of time. We see companies offering free downloads, free estimates, or gifts in the hope of opening the door to persuasion. The Law of Obligation, also known as pre-giving or reciprocity, states that when others do something for us, we feel a strong need, or urge, to return the favor.
Returning the favor rids us of the obligation created by the first good deed. The adage "one good turn deserves another" is a part of social conditioning in every culture. And, even beyond that, the maxim serves as an ethical code that does not necessarily need to be taught, but is understood.
Study: Free samples increase sales, work better than end-of-aisle promotions
The Psychology of Free: Does Giving Free Samples Increase Sales?
Join me for this week’s podcast on How Free Increases Engagement, Involvement, And Sales. You will discover why giving away free products, offering free services, and using trial offers are powerful forms of persuasion. I will talk about the science and application of the freebie.
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I was reading this great article in Harvard Business Review, which focuses on how we CAN’T recognize our weaknesses. The other challenge is that most people feel responsible for their successes (internal), and external factors are the cause of their failures.
Leaders and managers today must be more aware of others’ needs due to the challenges of a global pandemic, a fragile economy, and social unrest. Many workplace challenges stem not from bad intentions but from leaders' lack of awareness of how their actions affect others. Self-awareness in leadership/management is crucial.
Don’t Get Blindsided by Your Blind Spots
Join me for this week’s podcast, where I focus on self-perception bias, the Wobegon effect, and improving our self-perception radar. I will also talk about the persuasion lessons of the great persuasion con of selling the Eiffel Tower.
Discover why the con can be so persuasive. Selling of The Eiffel Tower - The Great Con.
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Can you influence others to be part of a team? Are you a leader or a manager? What is the difference? A manager, you do things because you have to. A leader, you do things because you want to. So, what type of leader are you?
Each type of leadership has different benefits and drawbacks. Each leadership style will depend on your personality, culture, and industry. The key is that no matter your leadership style, you can add the elements of charisma.
Servant Leadership Theory Harvard Charisma
Join me for this week’s podcast on What Type Of Leadership Is The Most Influential? We will take a deep dive into your leadership style, which ones work the best, and how to add more charisma tools to your influence toolbox.
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Have you ever felt like all eyes were focused on you after a social mishap, a presentation, or a wardrobe malfunction?
That's the Spotlight Effect in action, where we overestimate how much others notice our actions, mistakes, and appearance. Psychologist Thomas Gilovich's research highlights this part of humanity with an interesting experiment.
Have You Fallen Prey to the "Spotlight Effect?"
Join me for this week’s podcast on How To Identify And Use The Spotlight Effect To Influence And Get The Yes.
You will discover how to identify the spotlight effect in yourself and your prospect. I will focus on ways to overcome the spotlight effect and use it to increase your ability to influence.
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Just showing up and winging it, destroys your confidence and ability to seal the deal. Preparation lays the foundation for a successful negotiation. Thorough preparation allows negotiators to understand their goals, identify their tools, and establish clear objectives.
Scent of a friend: Similarities in body odor may contribute to social bonding
Do you want a negotiation structure to follow during the negotiation? Have you done your preparation? It is essential to follow a formula for a successful negotiation. Join me for this week’s podcast on the LENS Model of Law Enforcement Negotiation. We will explore the proven elements that create that successful, win-win negotiation.
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Military interrogators worldwide are like skilled chess players, understanding human psychology to uncover valuable information. They don’t rely on luck but on calculated strategy. Let's dive into the world of interrogators.
Going to bed after this time could lead to poorer mental health, a Stanford study finds
Can you use these techniques to persuade and influence? Absolutely.
Join me for this week’s podcast on Military Interrogation (Influence) Techniques and discover how to adapt proven interrogation techniques in your daily negotiation or sales approaches.
Find out other interrogation secrets that you can ethically use to persuade others. Remember, these techniques have ethical boundaries and must be adapted to influence.
Whats your Presentation IQ? CLICK HERE to find out!
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The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition? Our cognition is a mental process that uses thoughts, beliefs, experiences, and past perceptions.
That means when people behave in a manner that is inconsistent with these cognitions (beliefs, thoughts or values), they find themselves in a state of discomfort. In this uncomfortable state, they will be motivated to adjust their behaviors or beliefs to regain mental and emotional balance. When our beliefs, attitudes, and actions mesh, we feel congruent.
This allows us to live with our thoughts, manage our day-to-day activities, and allows us to sleep at night. Have you ever proved someone they were wrong? Have you ever backed them into a corner? What happened? You made the perfect case, but you never heard from them again.
How do you use dissonance with your daily persuasion? How do you get others to persuade themselves? Join me for this week’s podcast on Double Dog Dissonance - Persuade Under the Radar. Discover ways to help people convince themselves.
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