336: Shari Alexander — Bringing the "Dark Arts" of Influence into the Light

This episode is a raw, unedited recording of the Less Doing Live Event in Los Angeles. The theme of the event was "Perfect Your Process" and entrepreneurs from various industries share their perspectives on the theme. This session features Shari Alexander, a persuasiveness coach who helps others to bring the "dark arts" of influence into the light. Shari shares her experiences with working with CIA agents, hostage negotiators, attorneys and many other professionals in their field to master the techniques of influence and how she uses them in business. She shares her framework for creating connections with others, as well as some common pitfalls in communication and how best to address these. Tune in to find out more. Key Takeaways: [1:20] Ari introduces his guest for this episode — Shari Alexander. [1:31] What does Shari do, and how did she get into her industry? [4:50] How did Shari get in-depth conversations with people who are the best in their field at getting information, and how did she turn the information she got about their techniques into an advantage for herself? [6:46] What's the difference in being persuasive in the written vs. the spoken word? [8:30] What does Shari's framework for getting information from clients look like? Shari shares the five influential aspects to look for (VIBES). [18:04] Shari highlights a common mistake entrepreneurs make in their sales calls. [18:59] How does Shari identify a prospect's VIBES in real time? [20:40] What other ways can this framework be used to influence others? [27:32] Shari delves into how she reads emotional responses to build rapport with others. [32:15] What are some areas in which entrepreneurs get tripped up? Shari calls on the three stages of influence to explain further. [36:16] How can one deal with their own emotional responses to what the other party is saying, and respond to that in a way that doesn't end badly? [39:56] What kind of questions does Shari ask to move the conversation along quicker? [41:25] As a communicator, how can you tell if your message is really landing well with your audience? Mentioned in This Episode: Less Doing Less Doing Podcast Less Doing on Facebook Ari Meisel on Twitter Ari Meisel on Instagram Join the Less Doing Labs at Lessdoinglabs.com/moredone Less Doing Live Los Angeles 2018 Event Less Doing Live Events Shari Alexander Influence: Science and Practice, by Robert Cialdini

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336: Shari Alexander — Bringing the "Dark Arts" of Influence into the Light is an episode from The Less Doing Podcast with Ari Meisel: The Best Life Hacks And Productivity Tips For Less Doing, More Living.

This episode is 48:22 long.

This episode was published on Aug 29, 2018.

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