Why do some people stand out, get remembered, and get chosen while others with similar qualifications disappear into the background?

In this episode of MOJO: The Meaning of Life and Business, Jennifer R. Glass talks with Christian Hansen, author of The Influence Mindset and The Influence Mindset for Sales Acceleration, about how subtle changes in language can change the way people perceive you and your value.

Christian shares lessons from his experience in higher education admissions, MBA programs, corporate HR, financial services, and working with teams and organizations. His central point is simple: people do not choose you. They choose their perception of you.

Jennifer and Christian explore how that applies everywhere from networking events and sales conversations to job interviews and other situations where several qualified people are competing to be chosen.

In this conversation, you'll discover:

• Why being relatable can matter more than trying to appear remarkable.
• The difference between communicating knowledge, experience, insight, and wisdom.
• How to shift a conversation away from proving how accomplished you are and toward what your experience means for the other person.
• Why emotional connection becomes increasingly important once you've established relevance and credibility.
• How one realtor won Christian's business without being more qualified than the competition.
• Why helping customers see themselves as the hero of their own story can change the sales conversation.
• The two questions Christian uses to uncover what is emotionally at stake for a prospect.
• Why becoming memorable requires understanding where someone is in their decision-making journey.
• How small changes in language can influence whether someone remembers and ultimately chooses you.

Christian also explains what he calls a "selective environment," where performing well may no longer be enough because everyone being considered is qualified. At that point, the question changes from "Are you good enough?" to "Why should someone choose you?"

If you sell, lead, network, interview, present, or compete for opportunities, this conversation will give you practical ways to rethink the words you use and the impression you leave behind.

Connect with Christian HansenWebsite: thechristianhansen.com

Connect with Christian on LinkedIn and look for his books, The Influence Mindset: The Art and Science of Getting People to Choose You and The Influence Mindset for Sales Acceleration, on Amazon, Kindle, and Audible.

About MOJOMOJO: The Meaning of Life and Business explores the decisions, experiences, ideas, and lessons that shape how we live, lead, work, and build businesses.

Hosted by Jennifer R. Glass.

The views and opinions expressed by guests are their own and do not necessarily reflect the views or positions of Jennifer R. Glass, MOJO: The Meaning of Life and Business, Business Growth Strategies International, LLC, or its affiliated brands.