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…
Monthly Archives: April 2018
Episode 203 – Price Psychology: 14 Techniques That Make Price A Non-Issue – Part 3
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