Kurt W. Mortensen public
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Your source for the top persuasion, influence, and negotiation techniques that will help you maximize your success in life and in business! Our podcast combines years of persuasion research with current studies and events that will entertain you and supercharge your ability to influence others. In business and in life, your ability to persuade others can mean the difference between success and failure, or between mere success and spectacular success.
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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 objections isn't just a skill – it's the key to becoming an unstoppable force of persuasion! Selling Kids On Veggies When Rules Like Clean Y…
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Using guilt and shame is fast and easy. They could be doing it both consciously and unconsciously. Sometimes it is the only tool they know how to use. It could backfire on them, but can we use guilt and shame to persuade ethically. The answer may surprise you – YES you can. Shame: The Quintessential Emotion Guilt vs. Shame: How Are They Different I…
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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 be the least likely candidates are the ones who become a big part of your business. Join me for this week’s podcast #500 with Freebies and fun stuff. This podcast will focus on Th…
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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 and incorporating visual aids. Be aware of the audience's needs and encourage interaction with the audience. Join me …
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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 for these mistakes? Usually, the companies that employ them. Entrepreneurs know this will just cost them income. Join me for this week’s podcast …
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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 the power that will define you as good or bad. Some say Adolf Hitler, Charles Manson, Mussolini had charisma. Sure they did have many of the tools of charisma. 6 Questions Reveal How Charismatic You Are There are …
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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 around us is confused, overwhelmed, and more difficult to influence and lead. Now more than ever, charisma is a vital and critical life skill. Can charisma be taught? Tests…
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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, and lead everyone and anyone. Charisma allows you to be more efficient and effective. Think about this. It could be you if others aren’t responding to you or your influe…
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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? Have you seen people always get what they want, and everyone around them wants to give it to them? How do they command attention and influence with everyone they meet? This is t…
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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 have, and the better deal you will get. How to Spot a Manipulator in 5 Seconds or Less Negotiation is part of everyday life. As they say - You deserve what you negotiate. The chal…
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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 data dumper (Vomit) and overwhelming them with too much information? What signs or signals are you looking for when wrapping it up and asking for their business? When Is It T…
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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 going on? How can you get others to accept worthwhile positive change that will benefit them? Where does this resistance come from? Let’s explore this resistance and those common reasons why people…
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Influencing and motivating children requires a different set of persuasion tools. Their brain is not fully developed until they are 25. This means you have to adapt to their way of thinking and adjust your influence tools to them. Why Do Teenagers Take More Risks Want more tips and techniques on How to Persuade Kids, Teenagers, And Those Without Fr…
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How do you build value so you don’t have to fight on price? Only rookies fight on price. We all know you get what you pay for – so why is everyone fighting on price when only 6 percent of our purchases are based on price? If they say it is too expensive – you have blown your presentation. So, how do you create value or demonstrate the benefits of o…
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I know you love to use Powerpoint. Those slides make everything so much easier, and you won’t forget anything. You don’t need as much preparation time, BUT your audience hates it, and it is not persuasive. Let’s discuss the top 3 complaints about Powerpoint and how to fix them. So, Why Did Jeff Bezos Ban Powerpoint From His Meetings? Do you want to…
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Have you noticed the dramatic changes in presentations, communication, and training? The focus used to be on education. The latest research reveals that we need to spend more time grabbing your audience’s attention and maintaining their interest. Creating and delivering persuasive presentations can be challenging. Anyone can inform, but is it influ…
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Is silence overused and abused? Yes, but you still need to use. When it is used in the wrong way or with the wrong person, you can come across as unprofessional and create the wrong type of tension. The goal of silence is to indicate that you are approaching the end of the negotiation, and the silence is the signal to make a decision. Listen for a …
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The thought of using the "dumb is smart" technique in persuasion and sales may seem counterintuitive because your prospect wants to deal with the expert. This strategy has two parts. This is the ability to simplify your message and simplify your presence. Sometimes, your presence with a prospect can be too complicated or arrogant. Believe your own …
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I want to explore ways to resist another person’s unethical persuasive attempt on this podcast. This is good to know for you as a person and as a persuader. As a person, this information will help you resist unwanted persuasive attempts. How to build a habit in 5 steps, according to science As a persuader, you will see some of this resistance or be…
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Influential individuals have the ability to understand nonverbal cues. By learning to read body language, you can gain insights and adjust your approach accordingly. Look for clusters of these nonverbal signals, as one alone may not provide a complete picture. 8 Ways To Identify A Liar Why do people lie? Want to know how to spot a liar? Would it be…
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Join me for this week’s podcast on How To Influence As The Underdog (Dark Horse) - The David And Goliath Effect. I will explain the David and Goliath Effect and how to leverage it to persuade with power. I will explain additional techniques on how to use these concepts to get more support and increase your sales. Coffee Cup Test Charisma is the 20%…
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Charismatic individuals and psychopaths have mastered the ability to influence others. Both have the tools and traits to get others to see their point of view. 10 insights into the mystery of charisma The Quality That Makes Some Psychopaths So Successful Those are the similarities, but there are also many differences. Join me for this week’s podcas…
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Why do people tend to resist you? For some reason, the moment they sense you are trying to sell them or persuade them to do something – they go in the opposite direction. So why are you getting resistance? Are you causing it or is in coming from your prospect? Join me for this week’s podcast on Selling through Resistance and Stigma - Interview With…
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Studies show how people use, react to, configure, and occupy the space around them. We all want our own space and feel uncomfortable when people violate our personal territory. While it may sound overly obvious, research shows that many persuaders get too familiar too fast. Disrespect for your audience’s personal space—especially when you are first…
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Selling is changing every day. This is due to advancements in technology, shifts in consumer trust, and evolving markets. You speaks to me - Effects of generic-you in creating resonance between people and ideas Join me for this week’s podcast on The Trifecta (3 Traits) of a Perfect Sales Person. Now you know what has changed in the sales world – Di…
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The Mum Effect refers to the phenomenon where individuals in a group or crowd are less likely to help a person in need when other people are present. This happens because individuals assume that someone else will take action, leading them to do nothing. The Mum Effect also occurs when you have food in your teeth or your zipper is down, and no one t…
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Adapting your selling approach to customers who are high in Influencer (DISC) and have an Expressive type personality can be beneficial in building trust and increasing your chances of persuasion and influence. How do you know if a person is this personality type, and how do you adapt your persuasion? Baseball reveals that specialists excel after l…
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Adapting your selling approach to customers who are high in Steadiness (DISC) and have a C-type personality can be beneficial in building trust and increasing your chances of persuasion and influence. How do you know if a person is this personality type and how do you adapt your persuasion? The unconscious mind can detect a liar–even when the consc…
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Adapting your selling approach to customers who are high in Dominant (DISC) and have a Red (Color Code) personality can be beneficial in building trust and increasing your chances of influence. How do you know if a person is this type of personality? How to make self-affirmation work, based on science Always adjust your persuasion approach based on…
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Adapting your selling approach to customers who are high in Conscientiousness (DISC) and have a white (Color Code) personality can be beneficial in building trust and increasing your chances of influence. How do you know if a person is this type of personality? The Psychological Study of Smiling Always adjust your persuasion approach based on your …
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We already know you should adjust your influence and persuade people how they want to be persuaded. This is true for personality, culture, and especially age. So, do you know how to adapt to Baby Boomers, Generation X, Millennials, and Generation Z? Here is a quick reference guide of what to adjust for each generation. Cutting back on social media …
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Overcoming the fear of failure is essential to unlocking one's potential for success. Understanding your EQ, anxiety, fear, and just getting stuck on your way to success. Join me for this week’s podcast on ­­­­­­­­­­­­­­­­­­­ Get Unstuck – How To Eliminate Fear, Anxiety, Worry In Your Life. I will interview a Psychologist on the skills needed to ta…
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You find yourself in a tense team meeting, striving to defend your stance on a significant project, but you begin to sense that you're losing ground. Your volume escalates, and you interrupt one of your colleagues to correct their perspective. Your Brain Is Hooked on Being Right How do we use brain chemicals to change minds? Join me for this week’s…
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While it is essential to maintain ethical practices in persuasion, it's important to be aware of common deceptive techniques that some salespeople may employ. Understanding these tactics can help you recognize them and avoid falling victim to them. They are here to understand how they are used and not to use them. On being happy and gullible: Mood …
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Imagine a life where fear has no power over you. A life where you confront your fears head-on, just like the most successful individuals. It all starts with a crucial realization: unless you face your fears, how can you ever overcome them? Now, imagine unlocking the remaining steps to success. Envision programming your mind for the success and abun…
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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 viewpoint. With persuasion, there is no compromising as there is in negotiation. Negotiation, on the other hand, is a process of give and take. It’s overcoming …
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It’s the old “80/20 Rule.” The most highly successful people expend 20 percent of the effort and get 80 percent of the results, while the less effective folks put out 80 percent of the effort only to get 20 percent. Sound unfair? Let me give you a tip for entering the world of 20 percent work/80 percent results. Great persuaders understand that tim…
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Are you tired of feeling like your success is just out of reach? It's time to unlock your full potential with the power of charisma! Charisma isn't just a trait that a lucky few are born with - it's a skill that can be learned and mastered by anyone. YES, anyone. Charismatic Leadership 16 Compliments You Didn’t Realize Are Actually Pretty Insulting…
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AI has the potential to revolutionize the sales process and provide numerous benefits to salespeople. By leveraging AI tools to automate routine tasks, analyze data, and provide personalized messaging, salespeople can increase efficiency, improve customer service, and ultimately close more deals. However, it's important to note that AI should be us…
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Have you ever found yourself scrolling through your social media feed, only to be captivated by a clickbait headline? You're not alone. Clickbait is here to stay. There's a scientific reason why you can't resist clicking on that link. We don't want to miss out on anything we could own. We want to get around any restrictions placed upon us. We feel …
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Have you ever met someone utterly clueless about their incompetence? Or worse, have you ever worked with someone who thinks they're a genius but can't seem to get anything right? If so, you may have encountered the Dunning-Kruger effect, a cognitive bias that causes people to overestimate their abilities and underestimate their weaknesses. We Are A…
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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 important as in face-to-face contact, but the first challenge is that your audience can’t see your face, body language, or presence. Everything about you is being judged entirely through the …
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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 you could get a little angry or they could trigger another negative emotion. How is your EQ - Emotional Intelligence? Can you read their emotions? Can you control your emotions? There is a fine line between lo…
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Based on over 20 years of study, research, and experience in the field, my findings astound even me. People aren't won over by tactics and gimmicks. In fact, they 're are tired of them. A New York Times poll found that 56 percent of respondents felt you can't be too careful in dealing with most salespeople, and 34 percent said most people would try…
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Stories are powerful tools for persuaders. Compelling storytelling automatically creates attention and involvement with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when we suddenly perked up and started to listen because the speaker had begun to tell a s…
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Moods, hunger and emotion can affect our thinking, judgment, and willingness to say yes. When the person you are trying to persuade is in a good mood or feeling a positive emotion, they are more likely to accept your offer. The opposite is also true. If they're not in a good mood or feeling a negative emotion, chances are much higher they will say …
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FOMO or the fear of missing out, is human nature 101. When anyone feels their freedom to act or choose is restricted, they will attempt to restore it. With this restriction or fear, we are psychologically driven to latch on to something we fear will be restricted even more. Suddenly, that restricted item or information is even more important to us.…
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We think we are logical creatures, but most of the time, we don't know why we do what we do. The majority of influence involves a subconscious trigger. This tendency means that inclinations like "It just feels right," "I trust this person," or "I don't like this person" are all based on unconscious emotional reactions. Conscious and Unconscious Tho…
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Sales professionals use words carefully. They know that one wrong word can send their prospect's mind somewhere else and lose them the sale. Some examples of language that salespeople use to help diffuse a potentially tense situation. Words also have a strong bearing on how we remember certain details. In one study, subjects were asked if they had …
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Having courage (or being brave) does not mean you don’t feel fear. It means you have the heart and emotional stability to face the fear and do what’s needed anyway. This is a process of learning about yourself—who you are and what you are able to do. Identifying your weaknesses, changing your habits, and fixing your attitude all require personal br…
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