Dealing with Rude, Mean and Hostile People The Hostile Prospect This person disagrees with you and may even actively work against you. For a hostile prospect, use these techniques: · Find common beliefs and establish a common ground. ·…
Yearly Archives: 2018
Episode 214 – The Brick Wall of Resistance Part 1
The Brick Wall of Resistance Part 1 On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint…
Episode 213 – How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago
How to Sell the Way Your Customers Want to Buy – Interview with Kristin Zhivago Join Kurt as he interviews Kristin Zhivago. Kristin is president of Zhivago Partners, a digital marketing management company, and the author of the book, Roadmap…
Episode 211 – Persuading Millennials and Gamification – Travis Truett Interview
Persuading Millennials and Gamification – Travis Truett Interview Join Kurt as he interviews Travis Truett, the CEO of Ambition, the first sales performance management platform built for the modern workforce thats currently endorsed by Google, Harvard Business Review and…
Episode 210 – Double Dissonance – Get People To Persuade Themselves
Double Dissonance – Get People To Persuade Themselves The Theory of Cognitive Dissonance Leon Festinger formulated the cognitive dissonance theory at Stanford University. He asserted, “When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to…
Episode 209 – Power and Automatic Behaviors – Interview With Ben Voyer
Power and Automatic Behaviors – Interview With Ben Voyer Join us on this great interview with Dr. Ben Voyer. We are going to talk about: -How persuasion has changed -Biggest persuasion blunder -Loss avoidance -Power and relationships -Influential nature…
Episode 208 – True Objection or Knee Jerk Response
True Objection or Knee Jerk Response All excuses and objections can be boiled down one or more of these seven potential objections: Once you understand that all objections stem from one or more of these seven key areas, you…
Episode 207 – Blueprint to Business Success
Blueprint to Business Success Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to ‘make it,’ and gives…
Episode 206 – Do Closing Skills Still Work?
Do Closing Skills Still Work? Inside the World of Objections and Concerns When you become a great persuader, you will view objections differently than most people do. You will even welcome objections and enjoy handling them. Why? You will…
Episode 205 – What If The Competition Has The Same Price?
What If The Competition Has The Same Price? Charisma is influence. In other words, getting others to do what you want them to do and like doing it. People get uneasy when you talk about influence, but just like…
Episode 204 – Negotiation Blunder: Position vs Problem
Negotiation: Face-to-Face, by Phone or via E-mail In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Their answer? It depends.…
Episode 203 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3
Reduce to the Ridiculousness Reduce to the Ridiculousness (JND): This technique involves paring down your request to something that seems manageable, easier to comprehend or easier to monetize. Let’s say you are trying to convince someone to purchase a…
Posted in Podcasts Tagged with: DITF, harvard business review, JND, kurt mortensen, law of contrast, persuasion iq, price objections, Reduce to the Ridiculousness
Episode 202 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 2
Never fight on price. “Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. Basically, an initially large and almost unreasonable request is made, likely to be declined?hence the “door slammed-in-the-face” as the prospect rejects…
Posted in Podcasts Tagged with: DITF, door in the face, kurt mortensen, law of contrast, persuasion iq
Episode 201 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 1
Never fight on price. Price in not the issue? you are the issue. Only 6% of things are bought on price. Anybody can fight on price. Let’s learn 14 techniques to make price a non-issue. “Price is what you…
Posted in Podcasts Tagged with: don't fight on price, kurt mortensen, overcome price objections, persuasion iq, price is not the issue, price vs value
Episode 200 – Words That Kill Persuasion And Words That Influence
The more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions.…
Posted in Podcasts Tagged with: kurt mortensen, persuasion iq, persuasive words, verbal packaging, words that influence, words that repel
Episode 199 – How to Create Trust in Strangers – Robin Dreeke FBI Interview
Did you ever leave an interaction saying to yourself, “That could have gone better?” Do you want to improve your leadership, interviewing, sales, and trust building skills for every aspect of your life? A counter-intelligence expert shows readers how…
Posted in Podcasts Tagged with: counter-intelligence expert, FBI Behavioral Analysis, kurt mortensen, persuasion iq, Robin Dreeke, trust with enemies
Episode 198 – Raise Your Price, Work Less & Make More Money – Interview with Dave Negri
Raise Your Price, Work Less & Make More Money – Interview with Dave Negri Using “pricing” as a marketing strategy is often overlooked by entrepreneurs. It may be a little scary, but sometimes all you need is a higher…
Episode 197 – TEFAMA – How The Brain Works
TEFAMA – How The Brain Works Thoughts Control Actions I have already spoken at length about the necessity of positive mental programming and the initial steps one must take to put this powerful tool into practice. Great persuaders gain…
Posted in Podcasts Tagged with: amy cuddy, how the brain works, kurt mortensen, Laws of charisma, power poses, presence, thoughts and subconscious mind, thoughts control emotions
Episode 196 – Anthony Iannarino – Becoming The Trusted Advisor
Anthony Iannarino – Becoming The Trusted Advisor What Is Not Advice Your product is not advice. Nor is your service. Nor are the solutions that you happen to sell. The features, benefits, and advantages of what you sell are…
Posted in Podcasts Tagged with: advisor vs salesperson, Anthony Iannarino, become a consultant, becoming trustworthy, building trust, kurt mortensen, Laws of charisma, the sales blog
Episode 195 – Lie Detection and Human Deception
Lie Detection and Human Deception Negotiation Versus Persuasion Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party ends up…
Posted in Podcasts Tagged with: how to spot a lie, human deception, kurt mortensen, Laws of charisma, lie detection, why people lie
Episode 190 – Beliefs that Sabotage Success
Synchronized Beliefs Very closely related to directing our thoughts are our beliefs or belief systems. Just as airplanes have guidance systems to direct them, so do we have systems guiding and shaping what we think, do, and believe. Without…
Posted in Podcasts Tagged with: beliefs, kurt mortensen, maximum influence, millionaire habits, synchronized beliefs