The Power of Persuasion at Work

The Power of Persuasion at Work, Love & Play

Edward Brown, M.S., of Core Edge Image & Charisma Institute provides questions and answers about the impact of persuasion on your personal and professional life.

Q: Based on your research on charismatic leadership, what does this research say about persuasion?

Brown: Well, the human experience from birth to death is all about attempting to gain something you need or desire from someone else.  As a baby, you are persuading your parents to feed you through crying. On your deathbed, you are persuading loved ones or a Higher Power to grant you a pardon on your shortcomings. The sum total of your happiness is based on your ability to gain pleasure through persuasion. 

Q: So, is it safe to say that most people generally do not have full and happy lives, because they lack the ability to persuade?

Brown: The short answer is “yes” with an explanation. Your ability to persuade someone to date, marry you, or obtain a job promotion rests on your ability to create positive emotions within the person who has something you want. In a corporate setting, when two people have equal qualifications, the person who has engendered emotional good will to a decision-maker will advance faster than the one who has not.  

Q: Is there a first step to embracing the power of persuasion?

Brown: The first step is realizing that people act on emotions and justify their actions through reason. If you do not attempt to tap into the emotional needs of other people, persuasion cannot take place. In my workshops, I break down the four (4) basic personality types and how to engage them persuasively. I particularly like the work of Kevin Hogan who breaks down these types succinctly. 

Q: Is there a second step to the power of persuasion?

Brown: I approach the idea of persuasion from a philosophical perspective over mere steps. If you embrace the idea that people, fundamentally, are concerned about their self-interest, the most effective persuasive act you can accomplish is to feed their self-interest. That means putting your own self-interest on the back burner. This one act alone will get you all the love and money you desire over a lifetime.

Q: How did persuasion become a compelling idea in your life?

Brown: I was like most people in my selfishness. And in some respect, I still am. However, what was transformational for me was that I began experiencing more personal and professional success when I focused more on other people. Said another way, I realized my aspirations through giving more people what they wanted.  It makes no difference whether you are a “people person” or very self-absorbed, your ambitions will be manifested exponentially, when these ambitions flow through serving the needs of others. Why you desire to serve those needs is irrelevant as long as people feel they are not being manipulated.  Once persuasion is exposed as manipulation, the game is up. If you have problems with people, you had better become a good actor. This is a cold and competitive world.  It's hard to trust and allow yourself to become vulnerable. Once you change the way you see yourself on the world's stage, you will use persuasion as a way of gaining leverage.  The important thing is to get involved with creating an ideal life for yourself. You can either win on purpose or lose by default.   

To enroll in an upcoming, “The Power of Persuasion at Work, Love, and Play Webinar, visit: http://elearning.coreedgecharisma.com/events

Police Chiefs Learn How to Give Better Speeches for Fallen Officers

For Immediate Release:                                                                                    

July 28, 2013

12:00PM (EST)

Atlanta, GA—July 28, 2013---Core Edge Image & Charisma Institute recently developed a workshop geared to helping police chiefs give better interviews, speeches, and eulogies when police officers are injured or killed in the line of duty.  “Officer Down: How to Present a Condolence Speech,” was developed as a crisis management tool for police chiefs to help allay public and departmental challenges when an officer-involved tragedy occurs.  According to preliminary FBI statistics, 47 law enforcement officers were feloniously killed in 2012, twenty-five fewer than the 72 who died in 2011. These numbers do not reflect the officers killed off-duty or in accidents.  

Core Edge Image & Charisma Institute lead instructor and former Atlanta police officer Edward Brown says, “I have attended numerous police funerals where chiefs, assistant chiefs, and majors spoke so ineffectually that police officers whispered to each other not to have anybody above the rank of lieutenant speak at their funerals.  These officers were talking about the lackluster and dispassionate way police leaders frequently eulogize fallen officers.  After attending this workshop, police chiefs and administrators will know how to inspire, heal, and direct their troops more effectively when an officer dies.”

“Officer Down: How to Present a Condolence Speech” will be held on Thursday, August 15, 2013, 9AM-5PM at The Georgian Club, 100 Galleria Pkwy., Suite 1700, Atlanta, GA 30339.

For more information, visit: http://policerecruitmentandselection.core-edge.com/events  or call: (404) 767-6592.

Core Edge Image & Charisma Institute teaches clients how to be more persuasive and influential in their communication and leadership skills.  Core Edge Image & Charisma Institute was founded in Atlanta in 2002.

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For Police Chiefs: What Do You Say When Your Officer Has Been Injured or Killed In the Line of Duty?

One of the things that keep police chiefs up at night is the fear that their officers may become injured or worst, killed in the line of duty. When an officer goes down, it is not only a blow to the police department, but also a blow to the public at large.  During these dark hours, police chiefs can become saviors to their departments. The ability for a chief to not only express the outrage of the tragedy, but to decrease the pain of loss to survivors is an indispensable skill set.  Police chiefs are like any other CEO of a company. They are rarely seen and most of the challenges they face are unknown to employees. Nevertheless, imagine the impact a chief can make on a police department, when he or she has the correct words at the darkest hour.

When giving a press conference, speech, or eulogy, when an officer has been injured or killed, there are a few tips police chiefs may use for crisis management during these times.  A chief can:

1.    Research the personal characteristics of the injured or killed officer. All too often, chiefs do not personally know the officers that are injured or killed. It is expected that chiefs will say the perfunctory, “nice” things about the officer. However, what would be the impact if the chief told a story about the officer that close friends shared with the chief?  Would it add humor to a painful experience? Would it humanize the officer, as well as, the chief? Would it create a sense of calm and peace as police personnel reflect on the tragedy in the future?  An officer’s injury or death is the biggest stage a police chief will ever occupy.  By exercising effective leadership through deep empathy and introspection, a chief can become immortal.

2.    Exhibit poise and a relaxed, conversational style of presenting. Police chiefs, who strictly read from written statements or robotically give telegraphed responses, do more harm than good. When an officer is injured or killed, there is fear among the department, as well as, throughout the general public. Officers are aware of the dangers of policing, but seeing their fellow brother or sister lying in a pool of blood, creates a new reality few can imagine.  The general public becomes alarmed because if society’s protectors are maimed or killed, who will protect them? More importantly, will they be next?  Chiefs, who are able to step inside the inner sanctum of police personnel and the public to bring to the surface what is lying deep inside them, are master communicators.  By specifically describing these emotions to these audiences and providing direction, chiefs become master teachers.

3.     Use tragedy to inspire progress.  It is often quoted that “Time heals all pain.” Although police chiefs cannot erase the pain of an officer’s injury or death, they can create an environment that suggests “We take care of our own.”  Unfortunately, taking care of one’s own is best reflected by not only what a chief does during a crisis, but also what a chief does after it. What lessons learned about the tragedy are being implemented?  Has the department moved on as business as usual? Do the chief’s actions follow the stated brand of the department? A chief’s presentation during an officer’s injury or death should be looked at from a 360-degree angle. In other words, every implication of the tragedy has to be identified and expressed during and after the crisis.  To fall short in this area, could be dire to a police department.

In a rapidly expanding, competitive, and often dangerous society, police chiefs have to be agile in their crisis management skills. Unfortunately, after an officer’s injury or death, other priorities move in to replace this crisis. However, if police chiefs master effective leadership and communication skill sets during the darkest hours of their watch, these same skill sets transfer into less severe crisis. Although officer injury and death are inevitable, the ability to manage this level of crisis is commensurate with a chief’s willingness to expand the scope of his or her knowledge base.

For more information on “Officer Down: How to Present a Condolence Speech,” visit: http://policerecruitmentandselection.core-edge.com/events

The Persuasive Speech: How Charismatic Leaders Persuade & Influence You

Avoiding Charisma: 10 Tips for Putting Your Audience to Sleep During Your Presentation

Have you ever fallen asleep when listening to a speech or presentation? Sometimes a little nap during a presentation can boost your energy for the rest of the day.  Speakers- if you want to be the one to put your audience to sleep, so they will be fully alert for other people’s presentations follow these ten tips.

1.    Make sure that your material is dry and boring. Make sure that your material is either highly technical or complex. If at all possible fill your speech with specialized academic content that is not easily understood without prior study and research.


2.    Do not include any explanations or illustrations to make the content understandable to the average person in your audience.


3.    Schedule your speech to be at the end of a long day or after a big meal. This will give added incentive for drowsiness and lethargy.


4.    Speak softly and avoid any expression or vocal variety that might distract or interest your audience.


5.    Stand still behind the lectern for the entire speech. Any movement or sudden gestures could wake up your audience.


6.    Avoid any variation in style in your presentation. Do not change from talking to using a flip chart, PowerPoint or any other kind of visual aid or prop that will attract attention.


7.    Do NOT include any humor or stories in your speech that might illustrate the important points you wish to communicate.


8.    Do not keep to the topic of the speech. Spend a large amount of time rambling about subjects or personal experiences that are boring and totally off topic.


9.    Speak about a topic that is very familiar to your audience. Keep your content to things that they already know.


10.    Provide highly detailed handouts, so that your audience will not miss out on any important information during their snooze. Make sure that you do not say anything that is not included in the hand out. For best results, just read the handout word for word.

Hopefully, by following carefully the ten tips outlined here, you will have the satisfaction of seeing an entire audience snoring quietly and happily throughout your entire presentation. If you do not follow these tips you may be alarmed to discover that your audience is alert and interested in what you have to say.

Learn how to electrify your audiences, visit: Charisma

How to Use Your Eyes to Develop Effective Communication Skills

Cliché as it is, the eyes are indeed the windows of the soul. The eye body language is one of the most powerful mediums of nonverbal communication. It can either support or betray whatever you are saying. Even the slightest movement of the eye can indicate the biggest meaning.

Eye Contact

During a conversation, it is normal to have eye contact. It means differently in specific situations. Looking at a person directly to the eye means that you are interested in what he is saying. But the inability to take the eyes of another person when he or she is talking may also indicate doubt, suspicion, or lack of trust.

Appropriate use of eye contact also includes when to break eye contact. A long eye contact has many interpretations. It may mean a focused attention or sign of attraction. But this can sometimes be uncomfortable, thus the trick is to just look at the bridge of the nose. Long eye contact may also indicate a sign of authority or domination if one can do it without much blinking. However, prolonged eye contact may also pose as a threat, so breaking it from now and then is essential. But breaking it may indicate other meanings as well, such as situations wherein one wants to end the conversation, has been insulted or found out, or is being threatened.

Eye Movements

The eyes looking at different directions also have different meanings. When one looks up to the right, it means that he is imagining visual images.  Meanwhile, when he looks up to the left direction, it means that he is trying to recall a memory. However, there are still instances where it is in a reversed order, depending on the person. Try to test him first by asking him to recall a known memory and to picture out an event.

On the other hand, looking down may mean that one is talking to himself, but this is more evident if there is also movement of the lips. It is also a signal of guilt or submission. Looking down on another person means that he is control of the situation or is talking to someone who is under his superiority.

Lateral eye movements can also indicate signs of dishonesty, distraction, or simply checking out the surroundings. When looking from one eye to the other then going up to the forehead, it means that you are looking at somebody with superiority. When going down to the nose, you are talking to someone within the level of your status. And when looking from one eye to the other and down to the lips, it indicates a sign of attraction or romance.

Eyes of Expression

Different emotions and mood can be expressed through gazing, glancing, winking, squinting, closing, and staring. Gazing indicates interest or concentration. Glancing indicates desire. For example, one glances at food. It means the food is desirable to eat. Winking indicates an agreement and it could also be a means of flirtation. A person squints his eyes when he is uncertain or trying to evaluate or verify truthfulness. Closing the eyes means that the person wants a moment to be away from the world or simply trying to remember. And lastly, staring indicates a state of shock, surprise or disbelief.

Eyes of Romance and Flirtation

You can use your eyes to show affection to another person. Winking is one way to flirt. The process of looking at someone, quickly looking away, and then staring back is an obvious indication of attraction. A lingering, warm gaze is also an indicator of romance or desire.

If you know how to read and understand the eye body language, you will know what the person you are conversing with would want to tell you. And, if you know how to properly use it, you can take control of any situation or know when the proper time to use different eye movements or expressions is.

For more information on developing effective communication and leadership skills, visit: Charisma