Influence: The INFLUENCE Equation That is Proven to Work When Evidence and Economics Fail
In this episode of the Legend Effect Podcast, host Howie Chan interviews Steve Martin, an expert on influence and persuasion and the CEO of Influence At Work, who learned and closely collaborated with the godfather of persuasion, Dr. Robert Cialdini.
They delve into how influence isn’t always about just providing more data and what it actually takes to ethically persuade someone, the difference between winning the argument and winning the outcome, and the power of story for bringing someone to your side. The discussion emphasizes that having a compelling case is not enough to influence and persuade people.
Steve provides us with the three-part influence equation that’s behind effective influence and persuasion, and the biggest mistakes people make when trying to persuade others and how to avoid them. He also shares real-life examples of how to apply the ideas, tips, and techniques he presents.
03:11 The stories we tell ourselves and how they’re a tool of self-persuasion
05:30 How Steve ended up in the world of persuasion and influence
08:27 What most don’t know about Cialdini’s revolutionary book, Influence
12:12 Having a compelling case is actually not enough
17:35 You can be a highly successful persuader and still be ethical
19:52 How to be an influential individual or brand, not just now but in the long run
23:12 The influence equation: how it came to be and what it’s all about
28:38 Applying the influence equation with real-life examples
32:52 How context affects influence and persuasion
35:44 The essential role of story in successful influence
37:54 The 2 biggest mistakes that keep you from the outcome you want
43:10 Get out of the trap of thinking you’re always the best messenger
46:38 The messenger traits that make people listen
49:11 Cost-effective ways to present your case in the most compelling way
52:37 The one skill that’s always in high demand even in the age of AI
55:53 How our feelings influence our decisions
1:00:40 A different way to present an idea that guarantees the best results
1:05:49 Steve’s reflection on his successful journey
1:08:06 A letter to Steve Martin’s younger self
From Our Guest:
Find all his books here.
Check out Steve Martin’s course for The Economist, Influence and persuasion in business.
Catch up with my interview with Will Storr, one of the best-known individuals when it comes to storytelling, in episode 17 of the podcast: Storytelling: The TRUTH About What It Means to Be Human And The Secret to Influence with Legend Will Storr.
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Legendary Quotes:
“There are a set of universal human-centric principles that underpin and guide all successful influence and persuasion, and anyone that learns about them, uses them effectively, efficiently, ethically, can improve their success at work, at home, in their personal lives, and their business life.” – Steve Martin
“ This idea that we may have a compelling case to make, but recognize that having a compelling case to make is not the same as making your case in a compelling way.” – Steve Martin
“Sometimes we do have to take our ego out of the situation and hand it off to someone else who will do arguably a more persuasive job for us. And by the way, when we do that, everyone wins.” – Steve Martin
It’s time to turn up the volume on life, make your mark, and live your legend. 🤘🏽
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