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 the answer isn’t always 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.

Episode Breakdown:

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:

Website

LinkedIn

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: Storytelling: The TRUTH About What It Means to Be Human And The Secret to Influence with Legend Will Storr.

Sign up for Behavior Blueprint, my FREE 7-day email course.

Reach out to Rosa at Ideablossoms; she’s The Legend Effect’s podcast manager and is offering our listeners a 25% discount.

It’s time to turn up the volume on life, make your mark, and live your legend. 🤘🏽

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