Episode 540 – Communication Habits Of Successful Speakers – Michael Hoeppner Interview As a salesperson, you know how crucial communication is. But have you ever stopped to think about common mistakes that could sabotage your presentations and cost you…
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Episode 540 – Communication Habits Of Successful Speakers – Michael Hoeppner Interview
Posted in Podcasts Tagged with: bad delivery vs good content, call to action, communications expert, how to prepare, kurt mortensen, Laws of charisma, linguistic precision, Michael bay, Michael Hoeppner, never say um, one take away, out loud drafting, persuasion iq, presentation skills, speaking blunders, speaking habits of successful speakers, top speaking, when something goes wrong
Episode 539 – Mimic, Mirror or Merge: The Science Of Rapport
Episode 539 – Mimic, Mirror or Merge: The Science Of Rapport Sales isn’t about an excellent presentation – it’s also about how you read your potential customers. Body language is one of the most powerful tools in your persuasion…
Posted in Podcasts Tagged with: atmosphere, body language, energy, first impression, get the yes, hope, how to instantly connect, involvement, isopraxism, kurt mortensen, Laws of charisma, likeability, mirror and match, nlp, nonverbal, optimism, persuasion iq, rapport, speed to rapport, verbal, vibe, vocal, voice
Episode 538 – Destroy Rapport, Break The Mirror, And Increase Influence
Episode 538 – Destroy Rapport, Break The Mirror, And Increase Influence “Breaking the mirror” is a term used to describe how lawyers intentionally disrupt the psychological connection, or rapport, with a witness on the stand. That disconnect is also…
Episode 537 – The First Gatekeeper – The Reticular Activating System (RAS)
Episode 537 – The First Gatekeeper – The Reticular Activating System (RAS) The importance of the RAS in persuasion extends to various fields, from marketing and advertising to public speaking and education. By leveraging the power of the RAS,…
Posted in Podcasts Tagged with: activate RAS, atmosphere and persuasion, brain filter, brain stem, environment and sales, improve focus, kurt mortensen, latent learning, Latent Learning - How We Subconsciously Pick Up Information, Laws of charisma, neurons, observational learning, persuasion iq, program your mind, RAS, Reticular Activating, sensory, subconscious mind
Episode 536 – What Are The Top Complaints About Your Closing Skills – With Solutions
Episode 536 – What Are The Top Complaints About Your Closing Skills – With Solutions Influencers use closing skills to guide potential customers in making a decision. Effective closing skills ensure both the salesperson and the customer feel confident…
Posted in Podcasts Tagged with: Being Too Pushy or Aggressive, closing skill, Failing to Address Concerns or Objections Properly, kurt mortensen, Lack of Follow-Up, Laws of charisma, Not Listening to the Customer’s Needs, Overpromising or Misleading Information, persuasion iq, Using Jargon or Overly Complex Language, what closing skills don’t work
Episode 535 – How To Borrow Credibility In A Low Trust World
Episode 535 – How To Borrow Credibility In A Low Trust World Credibility is based on 3 things: your knowledge, track record, and appearance. What it comes down to is that you are believable and have the expertise to…
Posted in Podcasts Tagged with: backfire, boomerang, borrow credibility, build trust, clicks and likes, confrontation effect, external surroundings, how to get quality testimonials, how to get testimonials, how to write testimonial, kurt mortensen, Laws of charisma, persuasion iq, political outrage, questions to ask, social media hate, use testimonials
Episode 534 – Get Your Game On With Dre Baldwin
Episode 534 – Get Your Game On With Dre Baldwin Researchers suggest that willpower and self-discipline can weaken after doing sequential tasks, much like an overused muscle strained to fatigue or a battery that has lost its charge. The…
Episode 533 – Why Your Compliments And Praise Backfire And Seem Manipulative
Episode 533 – Why Your Compliments And Praise Backfire And Seem Manipulative Praise and compliments can backfire or be disbelieved for several reasons, especially when perceived as fake or insincere. Here are the top 4 reasons why praise could…
Episode 532 – How To Persuade And Earn The Respect Of A Narcissist
Episode 532 – How To Persuade And Earn The Respect Of A Narcissist Identifying whether someone is a narcissist requires looking for key behaviors and personality traits that align with narcissistic tendencies Why You Should Sleep on it Before…
Episode 530 – Persuasive Pronouns – When to use I vs We vs You
Persuasive Pronouns – When to use I vs We vs You This Law of Persuasion states that the more skillful a person is in the use of language, the more persuasive they are. Words affect our perceptions, attitudes, beliefs,…
Posted in Podcasts Tagged with: Basking in Reflected Glory, BIRG, emotional state, kurt mortensen, Laws of charisma, persuasion iq, Pronouns and Emotional Engagement, Reading Power Dynamics Through Pronouns, Reveal personality, Robert Cialdini, Understanding Pronouns and Their Impact on Sales, Using “you” and “we” effectively in leadership presentations
Episode 529 – Science Of Horror Movies – Turning Prospect Fear Into Focus
Science Of Horror Movies – Turning Prospect Fear Into Focus Fear comes from uncertainty, financial challenges, past experience, or the fear of making a wrong decision. So, how do you switch them from fear to focus? Horror films offer…
Posted in Podcasts Tagged with: anxiety, bluma zeigarnik, close minded, Curiosity, difference between fear and excitement, eq, fear, fear to friendly, focus, frustration, Horror films, how to use fear in persuasion, kurt mortensen, Laws of charisma, Make fear fun, nervous and presentations, persuasion iq, public speaking, suspense, turn fear into a sale, zeigarnik effect
Episode 526 – Adapting your 1st Impression – Connect or Credibility?
Adapting your 1st Impression – Connect or Credibility? Have you ever witnessed someone lose their temper over a hotel room upgrade? It happened to me while traveling with a famous personal development speaker who shall remain nameless. After a…
Posted in Podcasts Tagged with: building trust, credibility, first impression, first thing in sales presentation, hbr, how break the ice, how start conversation, how to adapt influence, how to connect, how to start persuasion, kurt mortensen, Laws of charisma, people skills, persuasion iq, sales mistakes
Episode 525 – How To Use FOMO and Fear To Seal The Deal
How To Use FOMO and Fear To Seal The Deal FOMO has gained significant traction in the digital age, where social media and online marketing amplify our awareness of what others are doing, buying, or experiencing. This heightened awareness…
Posted in Podcasts Tagged with: fear, Fear of Loss, Fear of Missing Out, fomo, FUD, kurt mortensen, Loss aversion, maximum influence, persuasion iq, What Does FOMO Feel Like?
Episode 524 – How Free Increases Engagement, Involvement And Sales
How Free Increases Engagement, Involvement And Sales Obligation has been used as a persuasive technique since the beginning of time. We see companies offering free downloads, free estimates, or gifts in the hope of opening the door to persuasion.…
Posted in Podcasts Tagged with: Brand Loyalty, BYU, Cornell, Costco samples, Customer Engagement, do samples increase sales, end-of-aisle displays, fitd, freebies work, freemium, Gain publicity, give away for free, Introduce your product to new audiences, kurt mortensen, maximum influence, persuasion iq, Product sampling statistics, Psychology of Free, reciprocity, University of Wisconsin-Madison, what should I give away for free, Word free
Episode 523 – Selling of The Eiffel Tower – The Great Con
Selling of The Eiffel Tower – The Great Con I was reading this great article in Harvard Business Review, which focuses on how we CAN’T recognize our weaknesses. The other challenge is that most people feel responsible for their…
Posted in Podcasts Tagged with: André Poisson, Con artist, dunning kruger, Eiffel tower, Fraud, Garrison Keillor, kurt mortensen, lake wobegon, Lake Wobegon Days, maximum influence, persuasion iq, rip-off, scam, scheme, self perception bias, Victor Lustig, wobegon effect
Episode 522 – What Type Of Leadership Is The Most Influential?
What Type Of Leadership Is The Most Influential? Can you influence others to be part of a team? Are you a leader or a manager? What is the difference? A manager, you do things because you have to. A…
Posted in Podcasts Tagged with: add charisma, authoritarian leadership, book a meeting from a meeting, charismatic leader, directive leader, Harvard article, kurt mortensen, Leader vs manager, maximum influence, participative leader, paternalistic leadership, persuasion iq, Robert K. Greenleaf, servant leadership, The Servant as Leader
Episode 520 – LENS Model of Law Enforcement Negotiation
LENS Model of Law Enforcement Negotiation Just showing up and winging it, destroys your confidence and ability to seal the deal. Preparation lays the foundation for a successful negotiation. Thorough preparation allows negotiators to understand their goals, identify their…
Posted in Podcasts Tagged with: active listening, body odor, empathy, eq, handling objections, kurt mortensen, Law Enforcement Negotiation Stairway, Laws of charisma, LENS model of negotiation, maximum influence, negotiation format, olfactory, persuasion iq, Propose Value-Based Solutions, rapport, sense of trust, smell and influence, solve, trust
Episode 518 – Double Dog Dissonance – Persuade Under the Radar
Double Dog Dissonance – Persuade Under the Radar The Law of Dissonance proves that people will naturally act in a manner that is consistent with their cognitions. What is a cognition? Our cognition is a mental process that uses…
Episode 517 – Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview
Stand Out, Get Noticed, Get The Appointment Or Get The Job Interview We all need more appointments, and we all want more of them. How do we get more appointments or interviews? The key is to eliminate the things…
Posted in Podcasts Tagged with: Customized resume and cover letter, Getting an appointment, Getting noticed, Henry ford salt food, How to become more memorable, How to get a job interview, kurt mortensen, Laws of charisma, maximum influence, mindset, networking, noticeable, persuasion iq, Research, Social media scrutiny, Standing Out
Episode 516 – Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024
Persuasion Mistakes, Influence Blunders, and Changes In Selling For 2024 Do you repel people? Are you being offensive, pushing too hard, or saying the wrong things? As I interview prospects who have said no, the responses I get are…
Posted in Podcasts Tagged with: aggressive, Bait And Switch, changes in selling, deception, influence blunders, kurt mortensen, Lack of knowledge, Laws of charisma, maximum influence, Overpromising, persuasion iq, persuasion mistakes, Poor communication skills, Poor follow-up, Pressure tactics, sales sins, sales tactics, Slow response times, trust low, vomit
Episode 515 – Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts?
Who is a better persuader? Introverts, Extroverts, Ambiverts or Omniverts? Who’s the better persuader? Is it the lively Extroverts thriving on social energy? Or maybe the contemplative Introverts harnessing the power of introspection? Could it be the versatile Ambiverts,…
Episode 514 – Use Mirror Neurons To Influence Without Detection
Use Mirror Neurons To Influence Without Detection Twenty years ago, a team led by Giacomo Rizzolatti at the University of Parma in Italy made a radical discovery: mirror neurons. These specialized brain cells were found in Macaque Monkeys and…
Posted in Podcasts Tagged with: Canonical Neurons, Congruent Mirror Neurons, Emotion and Empathy Mirror Neurons, Giacomo Rizzolatti, Increase Rapport Empathy Retention, kurt mortensen, Laws of charisma, Luca Bonini, macaque monkeys, maximum influence, Mirroring Gestures, persuasion iq, Product demonstrations, sensory-motor cell, simulate observed behaviors
Episode 513 – Are You A Master Manipulator?
Are You A Master Manipulator? Recognizing manipulation can be easy to identify – if you know the signs. Listen to this episode too learn about some indicators that may indicate you are being manipulated. More feelings of misinformation more…
Episode 512 – The Fake News of Persuasion And Sales
The Fake News of Persuasion And Sales There is a big difference between a genuine question of concern and an “I’m done with you” objection. Is it a sign of interest or resistance? That is the key question. When…
Episode 511 -How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy
How Weather Affects Your Prospect’s Mood and Buying Desire – Using Meteoropathy Using meteoropathy (weather sensitivity) as a sales tool involves understanding and leveraging the impact of weather on individuals’ moods, behaviors, and purchasing decisions. Moods affect our thinking,…
Posted in Podcasts Tagged with: atmospheric conditions. high mood, atmospheric pressure, Effect of full moon and influence, Harold kelly, heat hypothesis, humidity, kurt mortensen, Laws of charisma, LOL, lunar phases, maximum influence, meteoropathic, meteorosensitive, meteropathy, mood and sales, mood matters, persuasion iq, precipitation, SAD, Seasonal affective disorder, sensitive to changes in weather, temperature, Weather Sensitivity
Episode 510 – How To Adjust Your Voice For Maximum Influence
How To Adjust Your Voice For Maximum Influence Voice plays a critical role in influence.[i] How we say the words we choose is just as important as the words themselves. Our voice is a powerful instrument that can motivate…
Posted in Podcasts Tagged with: accent, acoustic properties of speech, articulation, cadence, deeper voices more persuasive, intonation, Jonah Berger, kurt mortensen, Laws of charisma, maximum influence, paralanguage, paralinguistic persuasion, pauses, persuasion iq, pitch, rate or speed, rhythm, tone of voice, vocal cues, vocal features, vocal fillers, volume
Episode 509 – Melting the ICE of Resistance
Melting the ICE of Resistance Dealing with a manager who won’t give you the time of day and is distant can be challenging, but there are always tools you can use to improve the situation and create a more…
Episode 508 – Proven Ways To Get More Referrals – Even Without Asking
Proven Ways To Get More Referrals – Even Without Asking It is no secret that the easiest person to influence is someone referred or recommended to you or your company. The reality is that most of your business sales…
Episode 507 – How AI Is Out Persuading Sales People And How To Maximize For Influence
How AI Is Out Persuading Sales People And How To Maximize For Influence AI (Artificial Intelligence )has the potential to revolutionize the sales process and provide numerous benefits to salespeople. A new study found the AI can persuade a…
Posted in Podcasts Tagged with: apple newton, artificial intelligence better at persuasion, beta vs VHS, Cadillac cimeron, coke vs pepsi, emotion vs logic, google glass, intel, kurt mortensen, Laws of charisma, maximum influence, Microsoft zune, pepsi challenge, persuasion iq, see through fridge, Segway, using AI to sell
Episode 505 – Using Words To Read Your Prospect And Adapt Your Persuasive Presentation
Using Words To Read Your Prospect And Adapt Your Persuasive Presentation Hopefully, you have seen the Seinfeld episode about the Soup Nazi. Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you…
Episode 504 – Offensive Persuasion Works – Sell Like The Soup Nazi
Offensive Persuasion Works – Sell Like The Soup Nazi Hopefully, you have seen the Seinfeld episode about the Soup Nazi. Although the character in the show (modeled after a real person) is exaggerated for comedic effect, you could use…
Episode 503 – New Psychology of Objections
New Psychology of Objectionse When you engage people in your message, objections are bound to arise. But fear not! Your ability to handle objections directly links to how deeply people connect with your words. Mastering the art of handling…
Episode 500 – The 10 Hottest Influence Tools For 2024
The 10 Hottest Influence Tools For 2024 Prejudging is one of the most devastating mistakes you can make because you really cannot judge a book by its cover. Many, many times, we find that the people who seem to…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 499 – Edutainment, Engagement, and Energy
Edutainment, Engagement, and Energy Why Your Last Audience Said You Were Boring. Many factors can contribute to boredom and disinterest during a presentation. Avoid the blunders by creating content that is relevant and engaging Deliver the presentation with enthusiasm…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 498 – John Lowry – Negotiation Made Simple
John Lowry – Negotiation Made Simple We all negotiate every day. Only 10% of business professionals who negotiate every day have taken negotiation training. The challenge is they estimate this has cost them millions of dollars. Who is paying…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 497 – Do You Have The C Factor – ChaRIZZma, Charm and Confidence
Do You Have The C Factor – ChaRIZZma, Charm and Confidence So, is that power of charisma good or bad? I would say is gravity good or bad? Just like gravity, charisma is neutral. It is how you use…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 496 – What Is Your RIZZ (Charisma) Ranking? PART 3
What Is Your RIZZ (Charisma) Ranking? PART 3 We live in a world where people are less trusting, more cynical, and full of skepticism. Corporate loyalty is a thing of the past. Belief in government has eroded away. Everyone…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 495 – It’s Either Rizz (Charisma) or Fizz (Dull) #2
It’s Either Rizz (Charisma) or Fizz (Dull) #2 Do You Attract or Repel Others? It’s Either The Rizz or Fizz. The skill of charisma can propel you into leadership and success. When someone is charismatic, they can connect, bond,…
Posted in Podcasts Tagged with: allure, appeal, charm, find purpose and passion, get more charisma, kurt mortensen, Laws of charisma, learn how to focus, magnetism, maximum influence, persuasion iq, pizazz, professional athletes, rizz, science of will power
Episode 494 – Got The Rizz (Power of Charisma) PART 1
Got The Rizz (Power of Charisma) PART 1 Have you ever noticed how some people can lead without effort? People instantly like them and want to be around them. Have you seen them enter a room, and everyone notices?…
Posted in Podcasts Tagged with: Charisma, charisma iq, confidence, get more presence, happiness, how to be more charismatic, humor, kurt mortensen, Laws of charisma, maximum influence, optimism, oxford dictionary, persuasion iq, rizz
Episode 493 – The Unknown And Forgotten Rules of Negotiation
The Unknown And Forgotten Rules of Negotiation When negotiating, you have to be prepared for anything. You need to know the ins and outs, the wants and needs of both sides. The more you prepare, the more knowledge you…
Posted in Podcasts Tagged with: conflicting styles, dumb is smart, easy issues first, EQ and negotiation, how deal with a manipulator, kurt mortensen, Laws of charisma, maximum influence, mindset, persuasion iq, power plays, silence, slow is fast, the game of negotiation, tools of a manipulative people, tools of negotiation, when to walk
Episode 492 – When Is It Time To Shut Up?
When Is It Time To Shut Up? Knowing when to shut up and stop talking in persuasion is a major blunder. Are you able to take their temperature, gauge their interest, or respond to their needs? Are you the…
Posted in Podcasts Tagged with: how know when to close the sale, is the prospect ready, kurt mortensen, Laws of charisma, maximum influence, non verbals, persuasion iq, talking to much, time to shut-up, verbals
Episode 491 – The Science and Mastery of Change – Interview With John Fisher
The Science and Mastery of Change – Interview With John Fisher You are trying to influence someone to change and improve their life. It will enhance every aspect of their life, BUT all you get is resistance. What is…
Posted in Podcasts Tagged with: change management, constructivist psychologist, George Kelly, getting change to stick, john fisher, kurt mortensen, Lao Tzu, Laws of charisma, maximum influence, motivation to change, obstacles to change, organizational change, personal change, persuasion iq, Tad James, time line therapy
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 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 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 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 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 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 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…