Jan 28, 2022
Today I am very excited to
introduce you to Dr. Zoe Chance. She got her Ph.D. in marketing at
Harvard and has taught at Yale's School of Management for over 10
years. She has done a TEDx on how to make behavior addictive, and
has been featured on NBC News, CNN, The Wall Street Journal, New
York Times, Forbes, Washington Post, Fast Company and so many more
amazing places.
She is here today to discuss her
fantastically awesome new book, Influence Is Your
Superpower, which
officially comes out on February 1, 2022. I had the honor of
reading this book early and let me tell you, you want this book.
Hit pause, go place your order and come on back to listen to the
conversation.
Listen in as we talk about how
you can actually have fun in your work and break the rules a
little. We also talk about Zoe’s “No” challenge and her magic
question. So much goodness… you don’t want to miss
it!
Show Notes:
- [00:43] Today I am very excited
to introduce you to Dr. Zoe Chance. She got her Ph.D. in marketing
at Harvard and has taught at Yale's School of Management for over
10 years.
- [03:02] Zoe shares about
herself and how she got into the world of behavioral science. She
teaches at Yale’s School of Management and the book that she wrote
is based on the course she teaches (the most popular in the
business school!).
- [05:57] Rejection doesn’t kill
you. If you are not getting rejected it means you are playing
small.
- [07:27] “No” is so hard for
people to say and it is so hard for people to
hear.
- [08:24] When we are comfortable
saying no we are helping other people be more comfortable saying
no.
- [09:36] “‘No.’ is a complete
sentence. ‘No, thank you.’ is a polite complete
sentence.”
- [11:32] Why it is empowering to
just say, “No, thank you.”
- [12:10] She has her students do
a 24-hour “No” challenge where for 24 hours they say no to
everything and everyone. The results are always
surprising.
- [14:18] Nobody is going to
dislike you for asking for something or rejecting a request if you
do it in a warm way.
- [16:49] If you have shorter
chapters between your longer ones rather than a smaller number of
long chapters, the book feels easier to read so you get more
momentum going through.
- [17:37] We're setting people’s
expectations and influencing their experiences by the names and
frames that we give.
- [19:55] In her book, Zoe wanted
her readers to know that they don’t have to do things the way
everyone else is doing them and you can question all the norms and
rules and do the thing that feels good and is fun to
you.
- [20:26] Zoe shares about her
visit to the Harry Potter Studios outside of London and the impact
it had on her. Melina chimes in with her experience as
well!
- [23:06] If you ever have a
chance to do the London Harry Potter Studio tour Zoe and Melina
both highly recommend it.
- [24:17] Zoe shares about the
psychological illusionist Derren Brown.
- [26:28] In
The Invisible
Gorilla, you are
focusing on one thing which is asking your brain to ignore
everything else.
- [27:27] Magicians are masters
at directing attention and framing what we pay attention
to.
- [29:54] The Apocalypse, is Derren (and Zoe’s) favorite show of his.
He persuades the friends and family of a selfish loser to have him
believe the end of the world is happening and there is a zombie
apocalypse. He steps up as a hero.
- [31:31] People want to say yes
to you.
- [33:45] The magic question is
“What would it take?”
- [34:36] When the other person
tells you what it would take, they’re implicitly committing to
supporting that outcome if you follow the road
map.
- [36:32] Zoe’s book,
Influence Is Your Superpower
is a personal journey of
transformation to becoming someone that people want to say yes
to.
- [38:22] Melina shares her
closing thoughts.
- [39:03] When you are having fun
people can sense it and it makes them more likely to be attracted
to what you’re doing.
- [40:04] I challenge you to take
Zoe’s “No” Challenge – say no to everything for the next 24 hours
(after you buy her book of course-ha!).
- [42:06] If you enjoy the
experience I’ve provided here for you, will you share about it?
That could mean leaving a rating/review or sharing the episode with
a friend (or 10!)
Thanks for listening. Don’t
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what you heard, please leave a
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and share what you liked about the
show.
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everything recommended via The Brainy Business! Everything was
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or others), The Brainy Business may collect a share of sales or
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Episode:
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Top Recommended Next Episode:
Dr. Robert Cialdini and the (Now!)
7 Principles of Persuasion (episode 157)
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