Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect Have you ever met someone utterly clueless about their incompetence? Or worse, have you ever worked with someone who thinks they’re a genius but can’t…
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Episode 462 -Do You Work With A Confident Idiot? How To Persuade Through The Dunning–Kruger Effect
Posted in Podcasts Tagged with: confidence vs compentence, do you work with a confident idiot, dunning kruger, Dunning–Kruger effect, education can product illusionary confidence, idiocy of others, illusionary confidence, imposter syndrome, kurt mortensen, maximum influence, self bias, why rate too competent, wobegon effect
Episode 461 – How To Lead, Persuade And Sell In A Hybrid Digital Changing World
How To Lead, Persuade And Sell In A Hybrid Digital Changing World Times are changing. There is no doubt we have more options. Communication over the phone poses unique challenges. A first impression over the phone is just as…
Posted in Podcasts Tagged with: best way to sell, collaborate, communicate, digital world, email text or face to face, engage, forbes, group vs one on one, how to manage hybrid teams, how to sell with zoom, kurt mortensen, larry English, Microsoft meetings, new tools of persuasion, persuasion iq, selling with all mediums, selling with the internet, using zoom to sell
Episode 460 – How To Have That Difficult Conversation You Are Avoiding And Maintain The Relationship
How To Have That Difficult Conversation You Are Avoiding And Maintain The Relationship So, there is this difficult conversation you need to have. You know that person is going to get emotional. You might even feel a chance that…
Posted in Podcasts Tagged with: deal with anger, do dad jokes work, EQ and emotional control, hard feedback, how control emotions, how prepare for hard talk, how to have courageous conversation, how to use humor in sales, kurt mortensen, persuasion iq, the difficult conversation, the smile and influence
Episode 457 – How To Persuade, Understand, And Sell A Hangry, Mean Person
How To Persuade, Understand, And Sell A Hangry, Mean Person Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling…
Episode 455 – FOMO vs Trust – 10 Ways To Create Instant Action
FOMO vs Trust – 10 Ways To Create Instant Action FOMO or the fear of missing out, is human nature 101. When anyone feels their freedom to act or choose is restricted, they will attempt to restore it. With…
Posted in Podcasts Tagged with: automatic thought processes, beliefs and misconceptions, biases, contextual priming, feeling vs emotion, how to sell the brain, kurt mortensen, Laws of charisma, maximum influence, Passive Frame Theory, persuade the unconscious, Thinking Fast and Slow, unconscious processes, What is Unconscious and Conscious
Episode 454 – Brain Selling – How Current Brain Research Empowers You To Influence The Subconscious Mind
Brain Selling – How Current Brain Research Empowers You To Influence The Subconscious Mind We think we are logical creatures, but most of the time, we don’t know why we do what we do. The majority of influence involves…
Posted in Podcasts Tagged with: automatic thought processes, beliefs and misconceptions, biases, contextual priming, feeling vs emotion, how to sell the brain, kurt mortensen, Laws of charisma, maximum influence, Passive Frame Theory, persuade the unconscious, Thinking Fast and Slow, unconscious processes, What is Unconscious and Conscious
Episode 453 – The Iceberg Of Influence – Those Hidden Persuasion Subconscious Triggers
The Iceberg Of Influence – Those Hidden Persuasion Subconscious Triggers Sales professionals use words carefully. They know that one wrong word can send their prospect’s mind somewhere else and lose them the sale. Some examples of language that salespeople…
Episode 452 – Keys to Instant Courage – Fortune Favors The Bold (Brave)
Keys to Instant Courage – Fortune Favors The Bold (Brave) Having courage (or being brave) does not mean you don’t feel fear. It means you have the heart and emotional stability to face the fear and do what’s needed…
Posted in Podcasts Tagged with: being too nice, bold, brave, courage, determined, Fortune Favors The Bold, how be more confident, how to stay motivated, increase persistence, kurt mortensen, latin proverb, Laws of charisma, maximum influence, optimism, passion, purpose, self leadership, won’t work for me
Episode 451 – World Trust Trends and Tools
World Trust Trends and Tools Trust is critical in persuasion. Unfortunately, we live in a day and age when people are more skeptical and mistrustful than ever. Twenty years ago, the mindset was: “I trust you; give me a…
Episode 450 – Why Politicians Are Not Leaders And Have Low Trust
Why Politicians Are Not Leaders And Have Low Trust These skills are essential in persuasion and leadership. What about managers and politicians? Are they leaders? Do people trust them? Probably not. What needs to change? Join me for this…
Episode 449 – Top Sales And Persuasion Mistakes To Fix This Year
DITF – Top Sales And Persuasion Mistakes To Fix This Year We were taught through the years that closing skills were all you needed to persuade and sell. You had to learn more closing skills if you did not…
Posted in Podcasts Tagged with: closing too soon, decision criteria, do closing skills work, first one to talk loses, how many times close, kurt mortensen, maximum influence, persuasion blunders, sales and closings skills, selling via zoom, statements vs questions, the discovery call, the new close, urgency and scarcity, using silence
Episode 448 – DITF – When, How, Can It Backfire (Door In The Face Technique)
DITF – When, How, Can It Backfire (Door In The Face Technique) “Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence…
Posted in Podcasts Tagged with: cialdini, DITF, Door In The Face Technique, first vs second request, follow up with smaller request, kurt mortensen, law of contrast, maximum influence, negotiation first offer, reciprocal concessions, social responsibility model, start high negotiation, when to get no in negotiation, when to make the first offer
Episode 447 – Negotiation – Deception and Dirty Mind Tricks #2
Negotiation – Deception and Dirty Mind Tricks #2 During each persuasive encounter, you must be careful with what gestures you use and don’t use. Your gestures can attract your prospect and build trust or repel them and trigger distrust.…
Episode 446 – Negotiation – Deception and Dirty Mind Tricks #1
Negotiation – Deception and Dirty Mind Tricks #1 What dirty mind games do people play during negotiation and persuasion? What do they use to intimidate or change your perception of reality? They tactics are not to use but help…
Episode 445 – Surprising Sales and Persuasion Trends
Surprising Sales and Persuasion Trends What does it take to persuade with power in any encounter? Think about it. When was the last time you didn’t get something you wanted? What happened? Did you fail to get your point…
Episode 444 – How To Create Legitimate Scarcity And Urgency To Increase Buying Desire- Mindy Weinstein Interview –
How To Create Legitimate Scarcity And Urgency To Increase Buying Desire- Mindy Weinstein Interview The mental trigger of potential loss causes such great anxiety in people that they act to prevent the loss—even though they might not be completely…
Episode 443 – How A Smile (Certain Ones) And Humor (Targeted) Increases Likeablity And Influence
How A Smile (Certain Ones) And Humor (Targeted) Increases Likeablity And Influence Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, enables you to create rapport,…
Episode 442 – Top Words You Are Using That Repel, Offend, And Annoy Your Prospect
Top Words You Are Using That Repel, Offend, And Annoy Your Prospect The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded…
Episode 441- Triggering The Right Response: Yes vs No
Triggering The Right Response: Yes vs No Have you heard about foot-in-the-door” (FITD), or the “sequential request theory? Basically, it is a means of using a person’s self-perception to motivate them to take a desired action When an individual…
Episode 440 – Increase Trust – How Will Power affects Character
Increase Trust – How Will Power affects Character You could have the greatest product in the world, but if there is no trust, there is no sale. Trust can be ambiguous, but certain things are pretty clear: 1) You…
Posted in Podcasts Tagged with: Achievement Orientation, adaptability, are emotions contagious, conflict management, EI and leadership, emotional intelligence and sales, empathy, HBR defines EQ, influence, inspirational leadership, korn ferry, kurt mortensen, Laws of charisma, losing credibility, organizational awareness, outlook, people skills, persuasion iq, Positive, self control, selling with EQ, teamwork
Episode 439 – How to Instantly Connect With Anyone: Your First Impression – Rapport or Repel?
How to Instantly Connect With Anyone: Your First Impression – Rapport or Repel? Not only do charismatics use your gestures in the right way, they also have the ability to read and interpret nonverbal gestures. You can read people…
Posted in Podcasts Tagged with: Achievement Orientation, adaptability, are emotions contagious, conflict management, EI and leadership, emotional intelligence and sales, empathy, HBR defines EQ, influence, inspirational leadership, korn ferry, kurt mortensen, Laws of charisma, losing credibility, organizational awareness, outlook, people skills, persuasion iq, Positive, self control, selling with EQ, teamwork
Episode 438 – Fine Tune Your EQ or Emotional Intelligence
Fine Tune Your EQ or Emotional Intelligence What makes someone successful? Why do some people achieve wealth while others don’t? How can we predict who will make it big, who will barely make ends meet, and who will fail?…
Posted in Podcasts Tagged with: Achievement Orientation, adaptability, are emotions contagious, conflict management, EI and leadership, emotional intelligence and sales, empathy, HBR defines EQ, influence, inspirational leadership, korn ferry, kurt mortensen, Laws of charisma, losing credibility, organizational awareness, outlook, people skills, persuasion iq, Positive, self control, selling with EQ, teamwork
Episode 437 – Saving the Sale: Refunds, Regret, And Remorse
Saving the Sale: Refunds, Regret, And Remorse Imagine that there is a giant rubber band inside of you. When dissonance is present, the rubber band begins to stretch. As long as the dissonance exists, the band stretches tighter and…
Episode 436 – Negotiating A Raise – Mistakes To Avoid
Negotiating A Raise – Mistakes To Avoid 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 adopts your point…
Posted in Podcasts Tagged with: asking for a raise mistakes, dirty negotiation tricks, distributive vs collaborative, flinch and threats, good cop bad cop, hard ball negotiation tactics, how ask more money tips, how negotiate a raise, how play negotiation game, kurt mortensen, persuasion iq, Power Negotiation
Episode 435 – How Humor, Happiness, And Mood Increase Sales
How Humor, Happiness, And Mood Increase Sales Moods affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood, they are more likely to accept your offer. The…
Episode 434 – How Waiting (Lines, Emails, Products) Triggers Negative Behavior & Resistance
How Waiting (Lines, Emails, Products) Triggers Negative Behavior & Resistance Do you know how long waiting times affect persuasion? Do they bave a negative or positive influence? Listen now to see how waiting is either helping or hurting your…
Posted in Podcasts Tagged with: complexity of sale, customer service wait times, disneyland lines, kurt mortensen, Laws of charisma, length of zoom presentation, making people wait, making prospects wait, Psychology of Waiting Lines, starbucks lines, takeaway, Time to return call or email, why people get upset at lines
Episode 432 – Resisting Manipulation And GasLighting – The Dark Side of Influence
Resisting Manipulation And GasLighting – The Dark Side of Influence Do you think people are trying to flatter you into submission? Are they using manipulation tactics and want to know how to resist. Are you seeing signs of gaslighting…
Posted in Podcasts Tagged with: bully, coercion, dark side of influence, dark tricks of persuasion, first impressions, flattery, Guilt-tripping and projection, how to resist, intimidation, kurt mortensen, Laws of charisma, manipulation tactics, Moving the goalposts, signs of gaslighting, Triangulation, what is gaslighting, when sales become unethical, why people control and manipulate
Episode 431 – How Being Too Qualified Hurts Trust
How Being Too Qualified Hurts Trust A poll with your prospects found that Trust is at an all-time low. Their default setting is not to trust you. In fact, only 12 percent of the prospects trusted their persuaders, while…
Episode 430 – JND, Shrinkflation, Advertising – Brilliant Deception?
JND, Shrinkflation, Advertising – Brilliant Deception? Our task is not only to realize humor’s profound influence but also to develop the necessary skills to use it powerfully and ethically. As you become more and more skilled at incorporating humor…
Episode 429 – Reprogram Your Brain For Success And Wealth
Reprogram Your Brain For Success And Wealth Most people don’t address why it is taking so long to achieve their goals or find their success. The first step is always self-discipline. When we hear the word self-discipline or willpower,…
Posted in Podcasts Tagged with: how beliefs affect motivation, increase your close rate, is hangry real, kurt mortensen, millionaire psychology, mindset and money, only born with 2 fears, price and value, TMI and selling skills, turn fear into excitement, what holding you back from success, what is hangry, why wealth beliefs affect success
Episode 428 – The Secret Sauce of Influence
The Secret Sauce of Influence Optimistic persuaders outpersuade pessimistic persuaders every time. Not only is optimism essential to influencing others, but is also a critical for success in life. Optimism is more than a positive mental attitude. It is…
Posted in Podcasts Tagged with: influence, kurt mortensen, maximize your influence, maximum influence, optimism, persuade anyone, persuasion, persuasion iq, sales mastery
Episode 427 – Wealth Formula Secrets – Tom Painter Interview
Wealth Formula Secrets – Tom Painter Interview How did you learn what you know about money? You likely picked it up, a piece here, a tip there. You absorbed attitudes from your parents and from the media. You absorbed…
Episode 426 – Resistance: Do You Create Your Own NO
Resistance: Do You Create Your Own NOs By adding Expectations to your persuasive toolbox, you can change your audience’s expectations of you—and their expectation of buying your product, service, or idea—and you will be infinitely more persuasive. Staring at…
Episode 425 – 3 Critical BUT Forgotten Sales And Persuasion Techniques
3 Critical BUT Forgotten Sales And Persuasion Techniques When you become a great Persuader, you will learn to love objections. You will understand that when people voice their objections, it indicates interest and shows that they are paying attention…
Episode 424 – The Quickest Way To Get A YES
The Quickest Way To Get A YES Life is change; persuasion is change. As a Persuader, you must be able to create and motivate change. Understanding human nature is knowing that most people will resist change and burrow into…
Episode 423 – How To Get Out Of A Speeding Ticket
How To Get Out Of A Speeding Ticket Persuaders know emotion will override logic every time. I will assume here (I know I shouldn’t do that) that you can form a logical argument. Reading emotions and your emotional intelligence…
Episode 422 – Conversation Starters For People to Like You
Conversation Starters For People to Like You A great persuader can connect with anyone in thirty seconds or less. First impressions take only seconds to form, but they last a lifetime. This is a critical skill to develop because…
Episode 421 – 7 Reasons People Don’t Trust You
7 Reasons People Don’t Trust You All things being equal, people will do business with, and refer business to, those people they know, like, and trust. People choose healthier food when with outsiders for fear of being negatively judged…
Posted in Podcasts Tagged with: arrogant, blame, body language, demean competition, disrespect, interrupt, kurt mortensen, lack competence, maximum influence, phubbing, presentation skills, proxemics, reveal weakness, speaking blunders
Episode 420 – Sales vs Negotiation: Different Tools For Different Times
Sales vs Negotiation: Different Tools For Different Times 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 adopts your…
Posted in Podcasts Tagged with: Concession for concession, DITF, door in the face, door sales, first offer range, hugging and oxytocin, kurt mortensen, negotiation vs persuasion, negotiation walk away, persuasion iq, selling and mood, sequential request, social proof, touch and persuasion, what is win-win
Episode 419 – The Boomerang Effect And Why People Resist You
The Boomerang Effect And Why People Resist You Join me for this week’s podcast on Shut-Up And Sell: No More Data Dump. Do you repel people? Most people say no. Howeve statistics show that this is happening to you.…
Posted in Podcasts Tagged with: Anticonformity, Antisuasion, boomerang effect, Dissuasion, Jack & Cohen, Jack Brehm, kurt mortensen, maximum influence, Reactance, romeo and Juliet effect, zoom hurts creativity
Episode 418 – Shut-Up And Sell: No More Data Dump
Shut-Up And Sell: No More Data Dump Join me for this week’s podcast on Shut-Up And Sell: No More Data Dump. During this podcast, I will reveal how to know when it is time to ask for their business.…
Episode 417 – How To Increase Meeting (Zoom) Participation, Engagement And Influence
How To Increase Meeting (Zoom) Participation, Engagement And Influence As a persuader, you need to help your audience be one step closer to taking action. As a Power Persuader, your goal is to decrease the distance someone has to…
Posted in Podcasts Tagged with: influence, kurt mortensen, maximize your influence, maximum influence, persuasion, virtual influence, virtual persuasion, zoom, zoom engagement, zoom participation
Episode 416 – The 3 Keys To Increase Your Power Of Persuasion
The 3 Keys To Increase Your Power Of Persuasion The moment people sense that you are attempting to persuade them, their resistance increases in size and strength. To counter this tendency, persuasion and sales must take place below the…
Episode 414 – Negotiation Techniques, Tactics, Tips and Psychological Tricks With Marshall Wilkinson
Negotiation Techniques, Tactics, Tips and Psychological Tricks With Marshall Wilkinson Join me for this week’s podcast cast on Negotiation Techniques, Tactics, Tips, and Psychological Tricks With Marshall Wilkinson. Marshall has negotiated over 2 billion dollars in contracts. We will…
Episode 413 – How Colors, Symbols, And Aromas Help/Hurt Your Ability To Influence
How Colors, Symbols, And Aromas Help/Hurt Your Ability To Influence What are you doing that causes your prospect to feel – This does not feel right? Maybe what you are doing causes them to think – I need to…
Episode 412 – Top Persuasion Mistakes/Blunders Of All Time #2
Top Persuasion Mistakes/Blunders Of All Time #2 Do you repel people? Most people say no. Although most of us do things that repel people. You have met people that just rubbed you the wrong way. They repelled you, you…
Episode 411 – Top Persuasion Mistakes/Blunders Of All Time #1
Top Persuasion Mistakes/Blunders Of All Time #1 Want to know the top persuasion mistakes? Want solutions to those influence blunders that are costing you money? 17 Things Keeping You From Getting Rich Join me for this week’s podcast cast…
Episode 410 – Nonverbals that Influence vs Body Language That Repels
How To Think On Your Feet: The Creative Art Of The Spontaneous, Impromptu Presentation Do you want to know more about your body language and how to use it to persuade with power? Did you know many of your…
Episode 409 – How To Think On Your Feet: The Creative Art Of The Spontaneous, Impromptu Presentation
How To Think On Your Feet: The Creative Art Of The Spontaneous, Impromptu Presentation Do you want to be able to think on your feet? Adjust your presentation on the fly? Adapt to your prospect and persuade them how…
Posted in Podcasts Tagged with: be more creative, be more spontaneous, exercises for impromptu, Harvard HBR, how to do a impromptu, how we get stuck on youtube, kurt mortensen, Laws of charisma, overcome scrolling, steps to impromptu, steps to organize improve, superbowl commercials, why social media addicting
Episode 408 – How To Make Video Conferencing (And Zoom) More Influential
How To Make Video Conferencing (And Zoom) More Influential Are your presentations persuasive? Are you sure? What about your ability to engage and influence on zoom or other video conferencing platforms? These skills are critical for influence and upward…
Episode 407 – The Mindset Of A Successful Salesperson
The Mindset Of A Successful Salesperson Great persuaders gain control over their destiny by controlling and directing their thoughts. Considering that our actions are emotion-driven and our emotions are thought-driven, we’ve got to get our thoughts on track. They…
Posted in Podcasts Tagged with: empowering habits, genuine, kurt mortensen, persuasion iq, provide solutions, purpose, Successful sales mindset, Tony Robbins
Episode 406 – Lost Trust? – How To Rebuild Credibility In A Skeptical World
Lost Trust? – How To Rebuild Credibility In A Skeptical World No one can follow through on an act or message without first thinking or seeing in their mind that it is possible to accomplish it. You can mentally…
Episode 405 – Paint The Persuasion Picture – Keys To Mental Engagement
Paint The Persuasion Picture – Keys To Mental Engagement There are many studies the reveal the relationship between visualization and success in sports. There is a well-known study done by Russian scientists. They wanted to know the relationship between…
Episode 403 – The 7 Deadly Negotiation Sins – Mistakes Costing You The Deal
The 7 Deadly Negotiation Sins – Mistakes Costing You The Deal The research shows that when you create a positive perception with your prospect, you have an 85 percent chance of influence. On the other hand, you have only…
Posted in Podcasts Tagged with: changes in negotiation, dirty negotiation tricks, emotion in negotiations, HBR article, kurt mortensen, maximize your influence, modern negotiation tools, negotiation and patience, negotiation mistakes, new negotiation tools, Power Negotiation, presentation mistakes, pushy vs persistence, slow is fast
Episode 402 – Networking and Building Strategic Relationships – Interview with Ivan Misner
Networking and Building Strategic Relationships – Interview with Ivan Misner The research shows that when you create a positive perception with your prospect, you have an 85 percent chance of influence. On the other hand, you have only a…
Episode 401 – Negotiation, Ego, And Getting A Raise – Interview With Gaetan Pellerin
Negotiation, Ego, And Getting A Raise – Interview With Gaetan Pellerin Persuasion occurs when your ideas are so convincing that the other party adopts your point of view. With persuasion, there is no compromising as there is in negotiation.…
Episode 400 – How to Resist Influence and Coercion – Plus Free Gifts
How to Resist Influence and Coercion – Plus Free Gifts Join me for this week’s podcast for some incredible free gifts. This is podcast 400 and will deliver some great content and influence gifts to take your skills to…
Posted in Podcasts Tagged with: avoid manipulation and intimidation, bad product spokespeople, bill cosby, deal with coercion, good samaritan study, how not be a sucker, how to resist persuasion, jared, kurt mortensen, lance Armstrong, Michael Jackson, pepsi, persuasion iq, repel influence attempts, selling someone that is rushed, subway, Tiger Woods, when endorsements went wrong
Episode 399 – Reading Body Language – What Your Arm Movement Says About You
Reading Body Language – What Your Arm Movement Says About You Influential people not only express themselves in positive nonverbal ways. They also use nonverbal behavior to captivate and persuade their prospects. During each encounter, Influential people are careful…
Posted in Podcasts Tagged with: arm movement and public speaking, Being Nice To Others Makes Them More Likely To Be Nice To You, Body Language Guide, distracting habits presenting, elbows on table, first impressions, how to read others, kurt mortensen, Laws of charisma, reading other people, what do with arms
Episode 398 – Sales Words That Destroy Influence And Repel People
Sales Words That Destroy Influence And Repel People The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on…
Episode 397 – PQ Skill 10 – The Secret Sauce Of Success
How Costco (And Other Retail Stores) Get Your Money Great persuaders all adhere to an intensive personal development program. They know that “dull knives work the hardest,” so keeping themselves sharp is of the utmost importance. Average persuaders don’t…
Posted in Podcasts Tagged with: don’t plant a seed, finding a mentor, how to build your networks, kurt mortensen, leverage your success, Mentioning facial imperfection early in a job interview, networks and wealth, perfect persuasive presentation, persuasion iq, success secrets, trustless and blockchain
Episode 396 – How Costco (And Other Retail Stores) Get Your Money
How Costco (And Other Retail Stores) Get Your Money What are the subconscious triggers that cause you to buy more? A Face can reveal if you’re rich or poor Join me for this week’s podcast as I talk about…
Episode 395 – PQ Skill 9 – Secrets to Accomplish More In Less Time
PQ Skill 9 – Secrets to Accomplish More In Less Time Why is the tendency to procrastinate so prevalent? We know it does us no good, and yet it plagues even the best of us. Putting things off until…
Episode 394 – Learnable Personality Traits of Top Salespeople
Learnable Personality Traits of Top Salespeople We tend to judge rapidly, and that snap judgment is usually correct. When you meet someone for the first time, he will tend to categorize you like someone he already knows.3 The positive…
Episode 393 – PQ Skill #8 – How To Sell Over The Phone – Tools to Persuade With Your Voice
PQ Skill #8 – How To Sell Over The Phone – Tools to Persuade With Your Voice Great persuaders are great communicators. Well-known motivational speaker and best-selling author Jim Rohn said it best: “When I learned how to effectively…
Episode 404 – Break Your Powerpoint Addiction – Mistakes Draining Your Influence
Break Your Powerpoint Addiction – Mistakes Draining Your Influence Just because you can create a PowerPoint does not mean you know how to communicate, inspire and present. Sure, you can give a presentation, and no one leaves the room;…