PQ Skill 9 – Secrets to Accomplish More In Less Time Why is the tendency to procrastinate so prevalent? We know it does us no good, and yet it plagues even the best of us. Putting things off until…
Blog Archives
Episode 394 – Learnable Personality Traits of Top Salespeople
Learnable Personality Traits of Top Salespeople We tend to judge rapidly, and that snap judgment is usually correct. When you meet someone for the first time, he will tend to categorize you like someone he already knows.3 The positive…
Episode 392 – The Missing Piece To Your Persuasion Toolbox – Authenticity
The Missing Piece To Your Persuasion Toolbox – Authenticity Are Your Authentic and Congruent Or Fake and Unlikable? One interesting study found that physical gestures that convey less immediacy (lack of eye contact, leaning back, reduced proximity) communicate you…
Episode 391 – PQ Skill #7: How to Motivate Your Prospect (And Yourself) – Every Time
PQ Skill #7: How to Motivate Your Prospect (And Yourself) – Every Time Two of the big motivation inhibitors are mindset and the people we associate with. Take a look around you. Are the people in your life pulling…
Episode 389 – PQ Skill #6: Using Your Charisma For a Referral Program
PQ Skill #6: Using Your Charisma For a Referral Program Great persuaders have charisma. We can all think of charismatic people. They have a confident presence and charm about them; they are captivating. They command our attention; we hang…
Episode 374 – 10 Psychological Techniques (And Tips) To Sell More And Persuade Faster #1
10 Psychological Techniques (And Tips) To Sell More And Persuade Faster #1 One of the biggest challenges we face is that we think, and our audience thinks, we are logical creatures. But most of the time, we don’t know…
Posted in Podcasts Tagged with: fomo and sales, how soon contact a lead, how to minimize price, kurt mortensen, left digit effect, martin Seligman, most persuasive number, optimism and selling, persuade without detection, persuasion iq, price priming, psychological reactance, story selling, subconscious triggers, zoom fatigue
Episode 372 – How To Position Yourself And Create An Irresistible Message with Jeremy Slate
How To Position Yourself And Create An Irresistible Message with Jeremy Slatey 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…
Posted in Podcasts Tagged with: become your own media company, command your brand, create your own life podcast, how to create trust, How to Position yourself, Human touch vs automation, Jeremy Slate, kurt mortensen, marketing and promoting yourself, new media entrepreneur, persuasion iq, what does it take to be a high performer
Episode 266 – Unknown Secrets of Charisma – Intuition and …….
Unknown Secrets of Charisma – Intuition and ……. Intuition is a big part of your future success. Intuition helps you read and understand people. It comes in an instant and we have to be ready to act simultaneously. Some…
Episode 265 – How Magnetism and Attraction Increase Persuasion – Keys to Presence #6
How Magnetism and Attraction Increase Persuasion – Keys to Presence #6>/strong> Are you magnetic? Are people drawn to you? People who know where they are going are able captivate, are passionate and are charismatic. You can tell when you…
Episode 264 – That Secret Chemistry of Charisma – Keys to Presence #5
That Secret Chemistry of Charisma – Keys to Presence #5>/strong> Do you have that chemistry? Do you feel charismatic? Do you radiate optimism? It is no secret that the majority of the wealthy and successful business executives attribute their…
Episode 263 – Winning Over Your Prospect/Audience – Keys to Presence #4
Winning Over Your Prospect/Audience – Keys to Presence #4>/strong> Can your prospect sense your fear? Are you sure? Confidence is a trait that increases charisma, influence and attracts people to you. People love to follow and be influenced by…
Episode 262 – The Allure and Appeal of Power – Keys to Presence #3
The Allure and Appeal of Power – Keys to Presence #3>/strong> Power increases your charisma and ability to influence. When we have certain forms of power, that power increases our perceived charisma and increases our ability to influence. When…
Episode 261 – The Charm Factor in Charisma – Keys to Presence #2
The Charm Factor in Charisma – Keys to Presence #2>/strong> One element that increases your presence, charm and likability…..Is humor. Great persuaders naturally develop rapport while using humor. It is very unlikely that your audience will feel angry, depressed,…
Episode 260 – Ways To Captivate and Influence Your Audience – Keys to Having Presence #1
Ways To Captivate and Influence Your Audience – Keys to Having Presence #1>/strong> Do you have Presence? Are you able captivate your audience or prospect? You can tell when you meet a charismatic personal and when they enter a…
Episode 259 – How Touch Increases (and Hurts) Influence and Rapport
How Touch Increases (and Hurts) Influence and Rapport>/strong> Touch can help you influence and connect with people. Touch can be a very effective psychological technique. Subconsciously, most of us like to be touched; it makes us feel appreciated and…
Episode 258 – Ways To Get People To Like You – Without Talking
Ways To Get People To Like You – Without Talking>/strong> We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law…
Episode 257 – The Primacy and Recency Effect – The Cement Dries Fast
The Primacy and Recency Effect – The Cement Dries Fast>/strong> We’ve all been told, “Never judge a book by its cover.” Yeah, right. Everyone is judging everyone else. Intentionally or not, people are constantly judging and categorizing others, compartmentalizing…
Episode 256 – The World’s Biggest Subconscious Trigger Zone – Las Vegas Casinos
The World’s Biggest Subconscious Trigger Zone – Las Vegas Casinos>/strong> Why is it so easy to lose at a casino? Why do they know about human nature that you don’t? It is all about the subconscious triggers. In his…
Episode 255 – FBI Hostage Negotiation Skills – Chris Voss Interview
FBI Hostage Negotiation Skills – Chris Voss Interview>/strong> Want to negotiation tips from a FBI hostage negotiator? What negotiation tools are working? Which tools lost the value? Listen to this interview with Chris Voss. Meet Chris: Prior to 2008,…
Episode 254 – Negotiation Bootcamp DETAILS
Negotiation Bootcamp DETAILS>/strong> How do you get a raise? How do you strategically negotiate a raise to earn what you are worth? Or is it better to persuade? What is the difference between the two? Persuasion occurs when your…
Episode 253 – 10 Sales Questions Everyone Needs in Their Influence Toolbox
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…
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…