Selling of The Eiffel Tower – The Great Con I was reading this great article in Harvard Business Review, which focuses on how we CAN’T recognize our weaknesses. The other challenge is that most people feel responsible for their…
Monthly Archives: September 2024
Episode 523 – Selling of The Eiffel Tower – The Great Con
Posted in Podcasts Tagged with: André Poisson, Con artist, dunning kruger, Eiffel tower, Fraud, Garrison Keillor, kurt mortensen, lake wobegon, Lake Wobegon Days, maximum influence, persuasion iq, rip-off, scam, scheme, self perception bias, Victor Lustig, wobegon effect
Episode 522 – What Type Of Leadership Is The Most Influential?
What Type Of Leadership Is The Most Influential? Can you influence others to be part of a team? Are you a leader or a manager? What is the difference? A manager, you do things because you have to. A…
Posted in Podcasts Tagged with: add charisma, authoritarian leadership, book a meeting from a meeting, charismatic leader, directive leader, Harvard article, kurt mortensen, Leader vs manager, maximum influence, participative leader, paternalistic leadership, persuasion iq, Robert K. Greenleaf, servant leadership, The Servant as Leader
Episode 520 – LENS Model of Law Enforcement Negotiation
LENS Model of Law Enforcement Negotiation Just showing up and winging it, destroys your confidence and ability to seal the deal. Preparation lays the foundation for a successful negotiation. Thorough preparation allows negotiators to understand their goals, identify their…
Posted in Podcasts Tagged with: active listening, body odor, empathy, eq, handling objections, kurt mortensen, Law Enforcement Negotiation Stairway, Laws of charisma, LENS model of negotiation, maximum influence, negotiation format, olfactory, persuasion iq, Propose Value-Based Solutions, rapport, sense of trust, smell and influence, solve, trust
Episode 518 – Double Dog Dissonance – Persuade Under the Radar
Double Dog Dissonance – Persuade Under the Radar The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition? Our cognition is a mental process that uses…
Episode 517 – Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview
Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview We all need more appointments, and we all want more of them. How do we get more appointments or interviews? The key is to eliminate the things…
Posted in Podcasts Tagged with: Customized resume and cover letter, Getting an appointment, Getting noticed, Henry ford salt food, How to become more memorable, How to get a job interview, kurt mortensen, Laws of charisma, maximum influence, mindset, networking, noticeable, persuasion iq, Research, Social media scrutiny, Standing Out
Episode 516 – Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024
Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024 Do you repel people? Are you being offensive, pushing too hard, or saying the wrong things? As I interview prospects who have said no, the responses I get are…
Posted in Podcasts Tagged with: aggressive, Bait And Switch, changes in selling, deception, influence blunders, kurt mortensen, Lack of knowledge, Laws of charisma, maximum influence, Overpromising, persuasion iq, persuasion mistakes, Poor communication skills, Poor follow-up, Pressure tactics, sales sins, sales tactics, Slow response times, trust low, vomit
Episode 515 – Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts?
Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts? Who’s the better persuader? Is it the lively Extroverts thriving on social energy? Or maybe the contemplative Introverts harnessing the power of introspection? Could it be the versatile Ambiverts,…
Episode 514 – Use Mirror Neurons To Influence Without Detection
Use Mirror Neurons To Influence Without Detection Twenty years ago, a team led by Giacomo Rizzolatti at the University of Parma in Italy made a radical discovery: mirror neurons. These specialized brain cells were found in Macaque Monkeys and…
Posted in Podcasts Tagged with: Canonical Neurons, Congruent Mirror Neurons, Emotion and Empathy Mirror Neurons, Giacomo Rizzolatti, Increase Rapport Empathy Retention, kurt mortensen, Laws of charisma, Luca Bonini, macaque monkeys, maximum influence, Mirroring Gestures, persuasion iq, Product demonstrations, sensory-motor cell, simulate observed behaviors
Episode 513 – Are You A Master Manipulator?
Are You A Master Manipulator? Recognizing manipulation can be easy to identify – if you know the signs. Listen to this episode too learn about some indicators that may indicate you are being manipulated. More feelings of misinformation more…
Episode 512 – The Fake News of Persuasion And Sales
The Fake News of Persuasion And Sales There is a big difference between a genuine question of concern and an “I’m done with you” objection. Is it a sign of interest or resistance? That is the key question. When…
Episode 511 -How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy
How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy Using meteoropathy (weather sensitivity) as a sales tool involves understanding and leveraging the impact of weather on individuals’ moods, behaviors, and purchasing decisions. Moods affect our thinking,…
Posted in Podcasts Tagged with: atmospheric conditions. high mood, atmospheric pressure, Effect of full moon and influence, Harold kelly, heat hypothesis, humidity, kurt mortensen, Laws of charisma, LOL, lunar phases, maximum influence, meteoropathic, meteorosensitive, meteropathy, mood and sales, mood matters, persuasion iq, precipitation, SAD, Seasonal affective disorder, sensitive to changes in weather, temperature, Weather Sensitivity
Episode 510 – How To Adjust Your Voice For Maximum Influence
How To Adjust Your Voice For Maximum Influence Voice plays a critical role in influence.[i] How we say the words we choose is just as important as the words themselves. Our voice is a powerful instrument that can motivate…
Posted in Podcasts Tagged with: accent, acoustic properties of speech, articulation, cadence, deeper voices more persuasive, intonation, Jonah Berger, kurt mortensen, Laws of charisma, maximum influence, paralanguage, paralinguistic persuasion, pauses, persuasion iq, pitch, rate or speed, rhythm, tone of voice, vocal cues, vocal features, vocal fillers, volume
Episode 509 – Melting the ICE of Resistance
Melting the ICE of Resistance Dealing with a manager who won’t give you the time of day and is distant can be challenging, but there are always tools you can use to improve the situation and create a more…
Episode 508 – Proven Ways To Get More Referrals – Even Without Asking
Proven Ways To Get More Referrals – Even Without Asking It is no secret that the easiest person to influence is someone referred or recommended to you or your company. The reality is that most of your business sales…
Episode 507 – How AI Is Out Persuading Sales People And How To Maximize For Influence
How AI Is Out Persuading Sales People And How To Maximize For Influence AI (Artificial Intelligence )has the potential to revolutionize the sales process and provide numerous benefits to salespeople. A new study found the AI can persuade a…
Posted in Podcasts Tagged with: apple newton, artificial intelligence better at persuasion, beta vs VHS, Cadillac cimeron, coke vs pepsi, emotion vs logic, google glass, intel, kurt mortensen, Laws of charisma, maximum influence, Microsoft zune, pepsi challenge, persuasion iq, see through fridge, Segway, using AI to sell
Episode 505 – Using Words To Read Your Prospect And Adapt Your Persuasive Presentation
Using Words To Read Your Prospect And Adapt Your Persuasive Presentation Hopefully, you have seen the Seinfeld episode about the Soup Nazi. Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you…
Episode 504 – Offensive Persuasion Works – Sell Like The Soup Nazi
Offensive Persuasion Works – Sell Like The Soup Nazi Hopefully, you have seen the Seinfeld episode about the Soup Nazi. Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you could use…
Episode 503 – New Psychology of Objections
New Psychology of Objectionse When you engage people in your message, objections are bound to arise. But fear not! Your ability to handle objections directly links to how deeply people connect with your words. Mastering the art of handling…