Persuade Anyone at Anytime

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In business and in life, your ability to persuade others can mean the
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Persuade With Power
Kurt Mortensen
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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 diminishing his anger by determining the key issue he is upset about. It is also often effective to ask for his help, opinions, or advice.

 This will usually diffuse his anger or even change his attitude and demeanor completely. In some circumstances, you may want to use anger to make a certain point or to evoke a certain reaction. However when someone is angry they are more likely to blame someone else. In their mind it is not their fault. When they are sad they will usually blame the situation.


 When people become angry they tend to rely on intuition or an educated guess. Anger triggers non analytical information processing. Anger causes us to use mental shortcuts to decide if the argument is right.   

An experiment was done that induced anger. The participants that were angry tended to discriminate between weak and strong persuasive arguments more than those in a neutral mood. In other words, those that were angry tended to be more influenced by heuristic cues (intuition) than those in a sad or neutral mood.

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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. You get an alarming feeling in the pit of your stomach and then do what many of your customers do to you. You lie! You say, “I’m just looking; I’ll come back later,” or “It’s too expensive,” or “I have to talk to my spouse before I decide.” What you’re really thinking is “I don’t like this guy,” or “I don’t trust her,” or “Something didn’t feel quite right.” In the end, you never go back to this store, you never recommend it, and neither the store owner nor the persuader ever knows why. This is a large brick in the Brick Wall of Resistance.

 This obstacle is truly a silent persuasion killer. Most people will never say anything to you to alert you to the fact they are feeling this way. They are more comfortable lying to you?so they don’t hurt your feelings. They walk away and simply never deal with you again. The reason this obstacle is such a killer is because we don’t even realize we’re doing it. We are offending people and don’t even know it. You may think you’re just being friendly or enthusiastic, but be careful. While friendliness and enthusiasm are great attributes, if there is even so much as a hint of force, deception, hype, or selling underlying any of it, you’ve pretty much sunk the deal.

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