The Law of Scarcity plays a large role in the persuasion process. Opportunities are always more valuable and exciting when they are scarce and less available. We want to be the ones to own the rare items or to get…
Monthly Archives: October 2015
Episode 111 – Do You Attract Or Repel?
For this episodes article, Kurt and Steve discuss the top techniques of hostage negotiators. Admit it, you’re thinking of the movie “The Negotiator” all of the sudden. Now that we got that out of the way, we can actually talk…
Posted in Podcasts Tagged with: attraction, frankenmuse, humor, negotiation tactics, neuroscience, police, rapport
Episode 110 – Solving the #1 Objection
The better you become at handling objections, the more persuasive you will be. The key to great persuasion is anticipating all objections, problems, or concerns before you hear them. Great persuaders are always able to accomplish three critical objectives during…
Posted in Podcasts Tagged with: children, dishonesty, handling objections, harvard business review, I need to think about it, jim gaffigan, lies, negotiations, objections, resolve concerns
Episode 109 – How You Create Resistance
We tend to rate our skills that we want, that we need or that we require higher than they actually are. To improve, grow and become more successful we have to know our weaknesses and be able to identify our…
Posted in Podcasts Tagged with: emotional intelligence, eq, influence, kurt mortensen, leadership, persuasion, resistance, self perception bias, steve olson