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…
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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 110 – Solving the #1 Objection
The better you become at handling objections, the more persuasive you will be. The key to great persuasion is anticipating all objections, problems, or concerns before you hear them. Great persuaders are always able to accomplish three critical objectives during…
Posted in Podcasts Tagged with: children, dishonesty, handling objections, harvard business review, I need to think about it, jim gaffigan, lies, negotiations, objections, resolve concerns
Episode 81 – Does Your Prospect’s Mood Matter?
Have you ever given a presentation and had a tough time connecting with the audience? Some audiences are just difficult. Other audiences can be connected with if you know some basic pointers. For this week’s article, Kurt and Steve discuss…
Posted in Podcasts Tagged with: attitude, connecting with audience, harvard business review, hbr, kurt mortensen, law of involvement, Laws of charisma, mood, sales, selling, steve olson