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.…
Blog Archives
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 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…
Persuasion Tool #1 – FITD
FITD is a persuasion technique through which a persuader helps a prospect comply to a bigger request by using a smaller request first. This concept was first researched by Freedman and Fraser. Persuasion Tool #1 Manuscript – FITD…
Posted in Persuasion Tools Tagged with: cognitive dissonance, fitd, kurt mortensen, laws of persuasion, maximum influence, self perception, sequential request
Episode 122 – Foot In The Door vs Sympathy
When we feel dissonance, we have to find a way to deal with the psychological tension. When the rubber band stretches, we cannot not live with this internal pressure. We will instantly try to find a way to relieve this…
Posted in Podcasts Tagged with: denial, dissonance, fitd, knox and inkster, kurt mortensen, laura kray, maximum influence, negotiation tip, steve olson, sympathy, uc berkeley, yes
Episode 7 – Presolving Objections
Why has Apple been so successful? On this episode, Kurt and Steve discuss recent news about Apple’s upcoming conference and whey Apple has been able to create such a loyal following of clients. They apply this to how persuaders can…
Posted in Podcasts Tagged with: apple, fitd, foot in the door, inoculation, kurt mortensen, persuasion iq, Presolving Objections, steve olson