In this week's episode, Brian Ahearn discussed the importance of adopting an other-focused mindset in influencing people and exploring practical applications of psychology in business. Brian shared insights on the importance of preparation in meeting opportunities, while Mike inquired about Brian's definition of success and biggest failure. Later, We discussed the challenges of balancing authenticity and influence in leadership, highlighting the importance of understanding psychological principles underlying effective sales strategies, such as being disarmingly honest and creating scarcity.

Join us in this week's insightful conversation with Brain, where we delve into the art of influencing people for success in sales and beyond. Discover the principles of influence, such as liking, reciprocity, authority, social proof, commitment and consistency, and scarcity. Gain insight on building stronger relationships and achieving greater sales success.

Timestamp:

0:12 Influencing people, focusing on liking and knowing the person.

4:23 Principles of influence, including liking, reciprocity, authority, and social proof.

9:45 How to establish authority and expertise in sales through storytelling and credibility-building strategies.

13:22 Building trust and credibility in business through likability, self-orientation, and reframing.

18:13 Sales psychology and principles with Brian Ahearn.

 

Key takeaways 

• Influence is a natural part of human interaction, and understanding how to effectively communicate can make a significant difference in getting others to say yes.

• Building relationships and genuinely liking the people you are trying to influence is the foundation for successful persuasion.

• Reciprocity is a powerful principle of influence, and giving back to others can create a sense of obligation and increase the likelihood of them saying yes.

• Authority and social proof are important factors in influencing others. Demonstrating expertise and providing examples of others who have benefited from your solution can increase trust and credibility.

• The principle of commitment and consistency highlights the importance of asking questions rather than telling people what to do. By getting others to commit to small actions, they are more likely to follow through and say yes to larger requests.

• Scarcity can create a sense of urgency and increase the perceived value of what you are offering. Highlighting what someone might lose by not taking action can be more persuasive than focusing on what they might gain.

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