Blog Archives

Episode 158 – Hijack A Negotiation Using Emotions

After last week’s interview with Chris Voss, Kurt and Steve dive deeper into negotiations and how emotions can hijack them. This has a negative connotation with most…but why not be the hijacker here? Emotions can be a powerful tool in

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Episode 157 – Negotiation Tips from an former FBI Hostage Negotiator

On this episode, Kurt and Steve discuss the recent bad publicity for Samsung and their Galaxy Note that apparently catches on fire. Whether it’s true or not, when the FAA warns travelers about your product it can’t be a good

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Episode 156 – Solve Objections in Advance

Did you know that money can buy happiness? A recent study published in “Psychology Today” shows just that. Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness…up to a point. Continuing

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Episode 155 – 3 Quick Keys to Rapport

It is human nature to mirror and match, or to “synchronize” with, the people we connect with.28 We don’t even think about it. It happens so quickly and so subconsciously that without a replay, one is unlikely to even notice

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Episode 154 – 3 More Keys to Persuasive Presentations

If all my talents and powers were to be taken from me by some inscrutable Providence, and I had my choice of keeping but one, I would unhesitatingly ask to be allowed to keep the power of speaking, for through

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Episode 153 – 3 Presentation Killers

What can you do in the first thirty seconds of your encounter to capture your audience’s attention? Can you prove to them that you are worth listening to? Think about this: Every time you communicate with someone, they are paying

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Persuasion Tool #9 – Door In The Face – Perception of Value

Persuasion Tool #9 – Door In The Face (Perception of Value) I know you’ve met people that need your product, want your product, like your product, and can afford your product, but you still get resistance.  Let’s continue with the

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Persuasion Tool #6 – Detecting Buying Signals

    Persuasion Tool #6  – Detecting Buying Signals This persuasion tool is used when you are ready to seal the deal, finish the negotiation, or close the sale. I want to talk about buying signals. When is it time to

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Episode 129 – How Empowerment Increases Influence

After some banter about Steve’s trip to Cabo San Lucas, offending more people, and talking about food, Kurt and Steve discuss a recent article by Psych Central.  You know those random “aha” thoughts you get?  It turns out they’re usually

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Episode 121 – Get Prospects To Persuade Themselves

Leon Festinger formulated the “theory of cognitive dissonance” at Stanford University. He asserted, “When attitudes or beliefs conflict with our actions, we are uncomfortable and motivated to try to change.” Festinger’s theory sets the foundation for the Law of Dissonance.

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Episode 92 – Three Catastrophic Mistakes Veterans Make

If you’re like most people, you don’t really enjoy paying taxes.  A study in the UK recently discovered how to vastly increase the rate of collected taxes, just by adding one simple sentence to collection notices.  Kurt and Steve discuss

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Episode 86 – Is Your Prospect Visual, Auditory, Or Kinesthetic?

After discussing Kurt’s recent trip to Las Vegas, Kurt and Steve discuss an article that may be helpful if you’ve been to Vegas recently: “Are White Lies Good For Relationships?”  You’ll be surprised at the conclusion! How can we tell

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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

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Episode 4 – Micro Expressions and Body Language

Listening isn’t just hearing what somebody is saying.  It’s about taking in everything with your eyes, ears, and heart.  The truly effective persuader knows how to observe the subtle signals given by their prospects.  Body language, eye motions, and vocal

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Episode 1 – Subconscious Triggers and Charisma

Welcome to Maximize Your Influence! On this episode, Kurt and Steve discuss the all important topic of Charisma and how it applies to persuaders and negotiators everywhere.  They discuss how charisma (or the lack thereof) has influenced the Anthony Wiener

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