10 Sales Questions Everyone Needs in Their Influence Toolbox >/strong> Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Power Persuaders. Questions are used in the persuasion process to create mental…
Blog Archives
Episode 252 – NLP: Fact or Fiction
NLP: Fact or Fiction>/strong> What is NLP? Neuro-linguistic programming, or “NLP” as it is called today, is a very interesting science. NLP was first developed by UC Santa Cruz professor John Grinder and graduate student Richard Bandler. Its basic…
Episode 251 – Mind Control Explained
Mind Control Explained Mind Control and Expectations We communicate our expectations in a variety of ways. It may be through our language, our word choice, voice inflections, or our body language. Think of a time when you’ve been introduced…
Episode 250 – Do Goals Destroy or Inspire Success
Do Goals Destroy or Inspire Success The psychological edge gained by top persuaders cannot be overemphasized. How do great persuaders prepare their minds for success? What is their mental process before, during, and after the persuasion cycle? This mental…
Episode 249 – The Science of Human Motivation
The Science of Human Motivation There are only two things that motivate us in life: inspiration and desperation. We either move toward that which inspires us, or we move away from that which fills us with despair or discomfort.…
Episode 248 – If Your Personal Slump Continues – Plan B
If Your Personal Slump Continues – Plan B Life Alignment When we look at life, we have to realize that it is not lived in segments, but rather, it is part of a greater whole. Every aspect of your…
Episode 247 – How To Get Out of That Slump and Increase Motivation
How To Get Out of That Slump and Increase Motivation Getting Over That Slump (personal or team) Anytime you’re in a leadership position, you are faced with the question of how best to motivate yourself and those who work…
Episode 246 – The Perfect Persuader – Prospects Reveal Preferences
The Perfect Persuader-Prospects Reveal Preferences We usually explore the obstacles and mistakes in the world of average persuaders. Now I want to look at the flip side. We’ll look inside your audience’s mind and reveal all the things that…
Episode 245 – Sales Mistakes Costing You Money
Sales Mistakes Costing You Money The worst time to learn a sales skill is when you need it. Persuasion and sales must be mastered before it is needed, or the opportunity is lost forever. In all the years that…
Episode 244 – How to Overcome Your Persuasion Vomit (Data Dump)
How to Overcome Your Persuasion Vomit (Data Dump) Persuasion Vomit (Data Dump) Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It’s only natural. Wouldn’t helping someone see the potential…
Episode 243 – Dark and Dirty Influence Techniques
Dark and Dirty Influence Techniques Psychological Power: The Mind Game Psychological Power is the ability people have to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions.…
Episode 242 – Dealing With Angry People
Dealing With Angry People Anger is a secondary emotion. A prospect’s anger is usually an indicator that something else is askew and that he needs or wants attention. When we are angry – we want attention or action now.…
Episode 241 – How You Are Selling For Your Competition
How You Are Selling For Your Competition The Brick Wall of Resistance Has this ever happened to you? You enter a retail store and you’re approached by a sharply dressed persuader. You are interested in buying, but the salesperson…
Episode 240 – Persuasion Darts
Persuasion Darts Many times, when we are trying to be persuasive, we want to highlight all the perks and plusses. It’s only natural. Wouldn’t helping someone see the potential gains of your product or service be a good thing?…
Episode 238 – The #1 Way to Create Instant Trust
The #1 Way to Create Instant Trust You have to be careful in how you explain and exhibit your credibility. If you launch into a laundry list of your accomplishments or of your education and titles, you might be…
Episode 237 – How Your Confidence Becomes Arrogance and Destroys Trust
How Your Confidence Becomes Arrogance and Destroys Trust Does confidence affect your ability to persuade? The answer is a resounding yes. It is important that you do not come across as cocky or arrogant. How can you tell the…
Episode 236 – The Perception of Competence and Trust
The Perception of Competence and Trust Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or…
Episode 235 – How Self-Discipline Affects Trust
How Self-Discipline Affects Trust Character is the combination of qualities that distinguishes one person from another. These qualities make up who you are on the inside—not the external front you may sometimes put up. Who are you, really? What…
Episode 234 – Why Trust Levels are Falling (Trust Intro)
Why Trust Levels are Falling (Trust Intro) Whenever someone tries to influence us, in our minds we ask ourselves, “Can I trust this person? Do I believe him? Is she really concerned about me?” We are less likely to…
Episode 233 – Do Guarantees Work?
Do Guarantees Work? The more a brand is advertised, the more popular and familiar it is perceived to be. We as consumers somehow infer that something is popular simply because it is advertised. When people are buying gifts for…
Episode 232 – 5 Ways to APPEAR More Intelligent
5 Ways to APPEAR More Intelligent Competence is your knowledge and ability in a particular subject area. True competence comes from lifelong learning and experience. Competency exists on many levels. When we are observing someone from a distance, or…
Episode 231 – 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…
Episode 230 – How to Accomplish 10X more in Half the Time
How to Accomplish 10X more in Half the Time Even for the strongest individuals, their commitment level or willpower is not always constant. Willpower is like a battery. As you exercise your willpower throughout the day, the battery power…
Episode 229 – How To Deal The Heckler, and Indifferent or Hostile Audiences
How To Deal The Heckler, and Indifferent or Hostile Audiences Understanding different types of audiences will also help you determine their acceptance level. Following are some different categories of audiences and how to deal with each of them. The…
Episode 228 – The Art And Science Of Handling Objections
The Art And Science Of Handling Objections When you become a Power Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are…
Episode 227 – Expectations And The Impact of Suggestion
Expectations And The Impact of Suggestion The Law of Expectations AND The Impact of Suggestion The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to…
Episode 226 – The Science of Rapport
The Science of Rapport 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 the cement dries…
Episode 225 – Major Sales Mistakes Costing You Money #2
Major Sales Mistakes Costing You Money #2 Research demonstrates that 81 percent of persuaders talk more than necessary during the persuasion process. They are talking too much,7 and you are likely talking too much. Check this out. When we…
Episode 224 – Major Sales Mistakes Costing You Money #1
Major Sales Mistakes Costing You Money #1 Common Obstacles That Limit Your Persuasion Success The worst time to learn a persuasion skill is when you need it. Persuasion must be mastered before it is needed, or the opportunity is…
Episode 223 – The Zegarnik Effect: Engage and Persuade
The Zegarnik Effect: Engage and Persuade When we feel we’ve been left hanging, it drives us crazy! We want to know the end of the story. What is the missing piece? We want our tasks to be completed so…
Episode 222 – How to Deal With Refund, Complaints and Buyers Remorse
How to Deal With Refund, Complaints and Buyers Remorse “Buyer’s remorse” is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision.…
Episode 221 – How To Be More Attractive (And More Likeable)
How To Be More Attractive (And More Likeable) I am not going to be politically correct in this section. I know it is not fair. I know we should not judge, I am here to help you with reality.…
Episode 220 – The Dark Side Of Goals – Nudge or Net
The Dark Side Of Goals – Nudge or Net Almost everyone wants to accomplish their dreams, achieve more, become a better person, or pursue bigger and better goals. And we often know exactly what we need to do to…
Episode 219 – The Forgotten Power
The Forgotten Power How to Command Attention with Power and Authority Great persuaders know and understand how to use different forms of power, but if you’re like most people, you just cringed at the word “power.” Is power something…
Episode 218 – How to Resist Persuasion and Manipulation
How to Resist Persuasion and Manipulation I was asked an interesting question last week on a radio interview. I was asked, “How can you resist or repel an unwanted persuasive attempt?” He also asked, “How can you stop someone…
Episode 217 – Dave Kurlan – Baseline Selling
Dave Kurlan – Baseline Selling On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your…
Episode 216 – Brick Wall of Resistance Part 2
Brick Wall of Resistance Part 2 One of the Bricks – Fear of Rejection We all experience rejection in small doses every day. But what about when we persuade for a living? Rejection seems to take a higher toll.…
Episode 215 – Dealing with Rude, Mean and Hostile People
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. ·…
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
Episode 189 – Leadership Expert – Jon Gordon
Leadership Expert – Jon Gordon Jon Gordon’s best-selling books and talks have inspired readers and audiences around the world. His principles have been put to the test by numerous NFL, NBA, MLB coaches and teams, Fortune 500 companies, school…
Episode 188 – Charisma #3 – Inner-Charisma – Your Inside Dictates Your Outside
Inner-Charisma – Your Inside Dictates Your Outside Charismatics have the ability to focus quickly in the moment similar to great athletes. To master the area of focus and concentration, we must implement what athletes do before, during and after…
Episode 187 – Charisma #2 – Empowering Others & Contagious Cooperation
Empowering Others & Contagious Cooperation Many think that when they get into positions of leadership or prominence that others should be serving them or looking up to them. This is a great way to turn people off and decrease…
Episode 186 – Charisma #1 – Presence – What Do You Radiate?
Presence – What Do You Radiate? Passion is very contagious. When you transfer this passion, the people around you start to radiate that passion. They perform better, if it is at work, it is no longer work. They become…
Episode 185 – Likability and Charm Create Charisma
Rapport: The Instant Connection Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual…
Episode 184 – Create An Instant Connection With Anyone
Similarity: Similar Is Familiar Similarity theory states that familiar objects are more liked than less familiar ones. The same holds true with people: We like people who are similar to us. This theory seems to hold true whether the…
Episode 183 – Emotional Hijacking and Toxic People
g=”no” allowfullscreen=”allowfullscreen”> Emotional States: Understanding Feelings and Moods Charismatic people know there is a fine line between logic and emotion. To influence someone you have to have both. Emotion will override logic every time. I am going to assume…
Episode 182 – How to Create The Perfect Persuasive Presentation – Part 2
How to Create The Perfect Persuasive Presentation – Part 2 That first thirty seconds with your audience are critical. How do you start? Great persuaders craft and design their message. There is no room to wing it. Your opening…
Episode 181 – The Perfect Persuasive Presentation
Structuring Persuasive Presentations Why should we be concerned with the structure of a persuasive presentation? Top predictor of professional success is how much you enjoy and how good you are at public speaking. Studies also show the ability to…