Best of MYI – 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,…
Blog Archives
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…
Posted in Podcasts Tagged with: influence, kurt mortensen, Laws of charisma, leadership, maximum influence, motivation, negotiation, objections, persuasion, steve olson
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…
Posted in Podcasts Tagged with: influence, kurt mortensen, Laws of charisma, leadership, maximum influence, motivation, persuasion, rapport, steve olson
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…
Posted in Podcasts Tagged with: cognitive dissonance, dissonance, influence, kurt mortensen, Laws of charisma, maximum influence, persuasion, steve olson
Episode 152 – Is Frame of Mind Costing You Sales?
After discussing a few recent business trips, and of course, the food they ate on those trips, Kurt and Steve discuss a classic blunder: overuse of fear. Fear is a useful tactic when persuading others. It is very short term,…
Posted in Podcasts Tagged with: emotional intelligence, emotional resilience, kim ades, kurt mortensen, maximum influence, mindset, motivation, persuasion, steve olson
Episode 151 – Debra Fine on the Science of Small Talk
You can use conversational skills as a tool with which to build new connections, while avoiding awkward pauses and uncomfortable conversations. After all, making a good first impression is all about making others feel good when spending time with each…
Posted in Podcasts Tagged with: conversational skills, debra fine, first impression, influence, kurt mortensen, maximum influence, persuasion, small talk, steve olson
Episode 150 – Quit Helping Your Competitors
Have you ever felt like you put in a bunch of work only to pave the way for your competitor? Many persuaders inadvertently do this only to find out too late that they lost the deal. The key to avoiding…
Posted in Podcasts Tagged with: close rates, Dan Mcade, demographics, guilt, influence, kurt mortensen, lead generation, maximum influence, negotiation, persuasion, steve olson
Episode 149 – Profitable Lead Generation with Dan McDade
What is your message? What do you have to share that will make a difference in people’s lives? What is your main objective, the key thing you hope to accomplish? You’ve got to understand the big picture. Then, with the…
Posted in Podcasts Tagged with: close rates, Dan Mcade, demographics, guilt, influence, kurt mortensen, lead generation, maximum influence, negotiation, persuasion, steve olson
Episode 148 – Are You Winning the Negotiation Game
When Steve asked Kurt how he was doing before the show started, he did not expect that Kurt would tell him that he just got done dealing with a bear in his backyard. Well, he didn’t deal with it…animal control…
Posted in Podcasts Tagged with: amiable, assertive, dirty tricks, influence, kurt mortensen, make first offer, maximum influence, negotiation, persuasion, steve olson
Episode 147 – Mind Reading with Carl Christman
On episode 147, Kurt and Steve interview Carl Christman. Carl is a teacher, mentalist, and author of the best-selling book How to Read Minds and Influence People. The conversation goes from mind reading into deception and how persuaders can use…
Posted in Podcasts Tagged with: Carl Christman, how to read minds and influence people, influence, kurt mortensen, maximum influence, mentalist, mind reading, persuasion, steve olson
Episode 146 – Charismatic Power
With this episode coming out on the 4th of July, Kurt and Steve spent the day doing what they do best: taking out the boat and eating BBQ! So back by popular demand is their episode on charismatic power!
Posted in Podcasts Tagged with: Charisma, influence, kurt mortensen, maximum influence, persuasion, steve olson
Episode 144 – Deflect 3 Hardball Negotiation Tactics
You know we love talking about “Negotiation’s Dirty Deeds.” A recent article by the Harvard Business Review gave some great pointers on deflecting some of the more common negotiation tactics. One of the best ways to insure a smooth transaction…
Posted in Podcasts Tagged with: influence, kurt mortensen, law of expectations, maximum influence, persuasion, steve olson
Episode 142 – Are Colors Killing Your Presentation
If you have a tough negotiation coming up where your opponent will play the empathy card, we have good news. Acetaminophen can dull your sense of empathy! So next time you need to negotiate, pop some Tylenol and turn yourself…
Posted in Podcasts Tagged with: acetaminophen, colors, kurt mortensen, maximum influence, mood, persuasion, steve olson, sunny
Episode 141 – Interview With The Sales Whisperer
On this episode of Maximize Your Influence, Kurt and Steve interview Wes Schaeffer of “The Sales Whisperer.” Some highlights: There are ways to start implementing empathy in your daily contacts and conversations. It does take some practice and evaluation. After…
Posted in Podcasts Tagged with: empathy, kurt mortensen, maximum influence, persuasion, sales whisperer, steve olson, wes schaeffer
Episode 140 – How Food Persuades – And Why You Should Care
Did you know that if you think about what you ate earlier in the day, you’re proven to snack less? Kurt and Steve discuss a recent article by Psychology Today that studies this phenomenon. Size of packaging, color, position…all of…
Posted in Podcasts Tagged with: food, good samaritan study, kurt mortensen, maximum influence, persuasion, Princeton University, rushed, steve olson
Episode 139 – Thoughts Trump Reality
Kurt and Steve begin this episode by discussing how in anything we do, we default down to the level of our training. Whether it’s a sport, self-defense, language, or persuasion…the mind and body default to what their trained to do…
Posted in Podcasts Tagged with: kurt mortensen, maximum influence, millionaire, persuasion, positive mental attitude, steve olson, success
Episode 134 – Signs of Deception
You know that face some people make when they’re just sitting there not doing anything, but they look really mad? Kurt has discovered a very scientific term for that. Check out the show to find out. For today’s “geeky article”,…
Posted in Podcasts Tagged with: influence, kurt mortensen, leadership, persuasion, resistance, smiles, steve olson
Episode 133 – The Illusion of Resistance
We’re about to find out how important Steve is (not very?) as he takes this episode off for Spring Break! Kurt flies solo on Episode 133 and starts off by introducing an article by Psychology Today. When you’re a leader,…
Posted in Podcasts Tagged with: influence, kurt mortensen, leadership, persuasion, resistance, smiles, steve olson
Episode 130 – Price…a non-issue
This week’s article is sure to offend some listeners. If you’re a short man or an overweight woman, the British Medical Journal has bad news for you. Hey were just the messenger! Check out their recent study linking height, body…
Posted in Podcasts Tagged with: adjust value, british medical journal, DITF, door in the face, height, kurt mortensen, law of contrast, maximum influence, perception of value, persuasion, price objections, steve olson, too expensive objection, weight
Episode 117 – Your Missing Ingredient To Build Rapport
Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, helps you create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and motivate…
Posted in Podcasts Tagged with: black friday, cyber monday, funny, gratitude, humor, influence, kurt mortensen, mood, persuasion, sales, sellilng, smile, steve olson
Episode 109 – How You Create Resistance
We tend to rate our skills that we want, that we need or that we require higher than they actually are. To improve, grow and become more successful we have to know our weaknesses and be able to identify our…
Posted in Podcasts Tagged with: emotional intelligence, eq, influence, kurt mortensen, leadership, persuasion, resistance, self perception bias, steve olson
Episode 108 – Jedi Mind Tricks?
Are you good at flirting? Admit it, when we asked you rolled your eyes but were A LITTLE bit interested, deep down. As it turns out, flirting is related to your ability to influence. A recent article by Psych Central…
Posted in Podcasts Tagged with: fliriting, influence, kurt mortensen, mind control, negotiation, persuasion, steve olson, the secret, the secret movie, thoughts
Episode 105 – Engaged and Mentally Focused Prospects
Is Google rigging elections? On this episode, Kurt and Steve discuss a recent article that thinks so. Merely telling the masses that a candidate has a “high” approval rating tends to gender more support. So how much influence do the…
Posted in Podcasts Tagged with: fixing elections, influence, involvement, kurt lewin, kurt mortensen, leadership, motivation, negotiation, persuasion, politics, puppy dog close, steve olson, visualization
Episode 103 – Are Deeper Voices More Credible?
As we get closer and closer (even though it’s a long way away) to the 2016 presidential election, more and more persuasion blunders will be on display. A recent article shows that politicians who have deeper voices (yes, even women)…
Posted in Podcasts Tagged with: customers complain, DITF, Donald Trump, door in the face, emotional intelligence, expectations, fight on price, influence, influence and social media, kurt mortensen, law of contrast, law of expectations, leadership, maximum influence, motivation, negotiation, nlp, One Direction, persuasion, placebo, price, priming, reduce it to the ridiculous, social media, steve olson, sweeten the pot, twitter, value
Episode 102 – The Biggest Persuasion Blunder Of The Year!
You can’t visit a business web page without hearing “follow us on Twitter!” We’re certainly guilty of this too. Follow us on Twitter @influencemax! A recent article from Psych Central shows that when customers complain about a business on Twitter,…
Posted in Podcasts Tagged with: customers complain, DITF, door in the face, emotional intelligence, fight on price, influence, influence and social media, kurt mortensen, law of contrast, law of expectations, leadership, maximum influence, motivation, negotiation, nlp, persuasion, price, reduce it to the ridiculous, social media, steve olson, sweeten the pot, twitter, value
Episode 101 – Does NLP Work?
When you’re an entrepreneur or sales person, being mentally tough is key. If you want the rewards that come from owning your own business or being on commission, you need to put up with days that can be full of…
Posted in Podcasts Tagged with: emotional intelligence, influence, kurt mortensen, law of expectations, leadership, maximum influence, motivation, negotiation, nlp, persuasion, steve olson
Episode 100 – Shameless Bribery and Using Testimonials
It’s been 100 episodes! After inserting some canned applause and patting themselves on the back, Kurt and Steve discuss why disobedient kids may actually make more money as adults. They then proceed to insult people who don’t listen to their…
Posted in Podcasts Tagged with: building rapport, credibility, examples, facts, influence, kurt mortensen, leadership, motivation, negotiation, persuasion, persuasive presentations, presentation formula, rapport, statistics, steve olson, story selling, testimonials
Episode 99 – Wrong…Objections Are Good!
Whether you think you love it or not, you love to procrastinate. The brain thrives on it. The reason is that we tend to treat our “current self” much better than our “future self.” We give our future self way…
Posted in Podcasts Tagged with: entrepreneur on fire, influence, inoculation, john lee dumas, kurt mortensen, leadership, motivation, negotiation, objections, persuasion, procrastination, sales robots, steve olson
Episode 98 – Does Mindset Sabotage Your Ability To Influence?
Do you sort your mail over the trash can? Do you delete most emails before you even consider them? That’s the reality of advertising today. Messages to your prospects need to be compelling and grab their attention. To start this…
Posted in Podcasts Tagged with: discipline, influence, kurt mortensen, leadership, mindset, motivation, negotiation, persuasion, steve olson
Episode 97 – Interview With Influence Expert Brad Harker
After Steve gives the full report on his recent trip to Puerto Rico (including a priceless blunder by the Ritz Carlton resort), Kurt discusses this week’s “geeky article moment.” A recent article on Psych Central reveals the advantages of both…
Posted in Podcasts Tagged with: brad harker, influence, kurt mortensen, leadership, motivation, negotiation, persuasion, steve olson
Episode 96 – Non Verbal Habits of the Charismatic Person
To kick off this episode, the guys discuss what is likely the most offensive article they’ve ever featured on the show. Kurt insists that it’s Steve’s doing. We’ll let you read it for yourselves, but just know that “hand’s on”…
Posted in Podcasts Tagged with: bad habits, bad selling habits, Charisma, influence, kurt mortensen, leadership, motivation, negotiation, Nonverbals, persuasion, sales, steve olson
Episode 95 – The Latest Dirty Deeds of Negotiation
In our never-ending quest to become “legit”, we’re now on Facebook and Twitter! That makes us legit, right? Visit us on Facebook where we’ll post links to episodes, interesting articles, terrible persuasion blunders, and even the occasional secret shopping video! …
Posted in Podcasts Tagged with: dirty negotiation tricks, good cop bad cop, influence, kurt mortensen, leadership, meet in the middle, motivation, negotiation, negotiation tips, persuasion, psychological tactics, steve olson
Episode 94 – Persuasive Voicemails
In persuasion, there are a few words and phrases that a lot of people say, but that they don’t really mean. In a recent article on Inc.com, 11 of these terrible sayings are reviewed. It’s an entertaining article and Kurt…
Posted in Podcasts Tagged with: how to leave a voicemail, influence, kurt mortensen, leadership, motivation, negotiation, persuasion, selling and voicemail, steve olson, zeigarnik effect
Episode 87 – Building Emotion
It’s always helpful to learn more about what successful people do in their daily lives. In this episode, Kurt and Steve highlight three key lessons we can learn form successful people. For this week’s Persuasion IQ question, Kurt and Steve…
Posted in Podcasts Tagged with: build emotion, credibility, emotions, influence, kurt mortensen, logic, persuasion, persuasion iq, presentations, rate of speech
Episode 82 – Why We Do Things We Don’t Want To Do
A recent study published by Psych Central discusses how to make new habits stick. The article goes over a variety of techniques that will dramatically increase your chances of implementing new habits. Check it out here. On episode 82, Kurt…
Posted in Podcasts Tagged with: bad habits, cognitive dissonance, habits, influence, kurt mortensen, leadership, motivation, negotiation, persuasion, persuasion iq, sales blunders, steve olson