Lee Carter Explains How To Persuade & Convince When Facts Don't Matter Nov 19, 2019 Wes Schaeffer The Sales Podcast Marketing Automation Digital Marketing Share this blog post on Twitter Share this blog post on Facebook Share this blog post on LinkedIn It's Not What You Say, It's What They Hear Click here to download the episode. [ LISTEN NOW ON ITUNES ] Sales Tips you'll learn today on The Sales Podcast... You can bee too authentic If they can't hear you, it's not their fault We're emotional creatures and want to connect What's your objective? Be honest with yourself. Are you looking to just get your friends to agree with you? That's not persuasion. We are all empathetic other than sociopaths, narcissists, etc. "Active empathy" is putting yourself in their shoes It's not about you Understand why they believe/feel/do "Empathy is not an endorsement" Culture today has us tribal and entrenched This is not new We're predisposed to ignore things that we disagree with Get clear on your target audience to inject yourself into the conversation Once you understand this then create your "Master Narrative" and frame it around them Then maybe have three supporting points Create a visual to make your message stick Trump said he would "build a wall." That's visual language. Most decisions happen after you leave What's your higher-order narrative that's above the facts, then support it with your three points Find what's true to you and repeat it over and over like Trump's "Make America Great Again" Live it. Breathe it. Own it. Become known for it. You need to become nauseous from your message before you change it Talk to your ideal people to perfect your message It's not what you say, it's what they hear Make them pause. More than facts. Tell stories It's hard to argue with a story but have the facts to back it up When to create a new category and when to thrive in an existing category The message is still the message The medium is not the message You only have a few words to get your point across You must be consistent Show up big or don't show up at all Focus. Repeat. Do the right things. Have a plan and execute. People need to hear your message at least seven times Links Mentioned In The Sales Podcast Get Lee Carter's book, "Persuasion: Convincing Others When Facts Don't Seem to Matter"