This episode delves into the significance of mood and emotional intelligence in persuasion. Kurt emphasizes the importance of creating a positive environment and shares various techniques to boost one's own mood and that of others, such as using genuine compliments, humor, and physical movement.

With Hot Coffee, We See a Warm Heart, Yale Researchers Find

Through anecdotes and scientific studies, Kurt illustrates how a positive mood can enhance receptiveness, creativity, and trust, ultimately increasing the chances of persuasive success.

Deal of the week

In this episode, Kurt discusses the concept of elicitation, also known as the art of subtly extracting information without the other person realizing it. This technique is valuable in fields such as sales, negotiation, and leadership, as it helps gather crucial information to address people's needs effectively.

Why Emotional Intelligence Is Important in Leadership – Daniel Goleman

Key topics include the importance of emotional intelligence (EQ), which involves understanding and managing both your own and others' emotions, and various elicitation techniques like open-ended questions, active listening, and creating a safe conversational environment. The episode also features listener mail, highlighting the greatest skills for salespeople, and provides insights from experts like Daniel Goleman on EQ's impact on success.

OFFER OF THE WEEK

In this episode Kurt discusses strategies for effective and seamless sales closing. He emphasizes the importance of creating a resistant-free environment by focusing on the needs and pains of prospects rather than prioritizing the sales agenda. Kurt introduces the concept of "greasing the squeaky wheels," which entails listening more, personalizing presentations, avoiding pushy sales tactics, and building trust. He provides practical advice, including offering options, providing guarantees, and using legitimate scarcity to ease the decision-making process for prospects.

Trust in Media 2025: Which news sources Americans use and trust

The episode also covers pitfalls to avoid, such as dishonesty and overwhelming prospects with too many choices. A scholarly article on media trust and a listener's email question on crafting a call to action are also discussed.

Deal of the week

In this episode Kurt discusses the significant impact that personal energy has on influencing and motivating others. He explores how positive or negative energy can affect interactions, whether in one-on-one situations or within a group setting.

Emotional expressions shape how help is received in the workplace

He also shares insights on fostering a positive environment, using examples from personal experiences and research. He provides practical advice on maintaining high energy levels, the importance of body language, the role of optimism, and how to positively influence and connect with others in various settings. The episode also includes a section on handling technology in customer service and the importance of genuine emotional expression in the workplace.

In this episode Kurt explores the evolving landscape of persuasion, sales, and influence. Kurt discusses contemporary trends, crucial sales statistics, and key tactics to adapt to these changes effectively. Topics include the importance of personalizing interactions, the impact of social selling, and the necessity of persistence in sales follow-ups.

Impostor Syndrome - Can You Really Fake Your Way to Success

149 Eye-Opening Sales Statistics to Consider in 2025

The episode also addresses imposter syndrome and offers insights into improving sales techniques to stay ahead in a rapidly changing market. Kurt emphasizes the need to adapt or risk falling behind, reinforcing the importance of continuous learning and development in sales.

Deal of the week

In this episode Kurt addresses how to effectively promote oneself without coming across as bragging. Mortensen explores the fine line between building credibility and being perceived as boastful, especially in professional settings like networking events. He provides insights on the importance of having others vouch for you to build credibility, incorporating personal success stories subtly, and focusing on genuine, value-based self-promotion.

Signs of Pathological Lying and How to Handle

Additionally, the episode delves into understanding pathological lying and how to spot and handle individuals who habitually lie. The show wraps up with practical advice on leveraging testimonials, endorsements, and maintaining authenticity while promoting oneself.

Offer of the week:

This episode focuses on the concept that up to 95% of persuasion involves subconscious triggers, while most persuaders focus only on the 5% of logical reasoning. Kurt emphasizes the importance of understanding and leveraging these subconscious signals to maximize influence. He discusses various examples and strategies, such as the impact of scent on real estate sales, the role of the amygdala in emotional processing, and how different subconscious triggers can affect decision-making.

Conscious and Unconscious Thought Processes

Is multitasking controlling you? Here's what to do.

Additionally, he provides practical tips on how to prime the subconscious mind for desired outcomes and the significance of non-logical factors in persuasion. Ending with actionable insights, Kurt encourages listeners to harness both logical and emotional aspects to enhance their persuasive power.

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In this episode In this episode Kurt delves into the nuanced strategies of persuasion and negotiation, exploring when to seek a "yes," a "no," or even a strategic "yo." He discusses the psychology behind these responses and the importance of asking questions to influence outcomes effectively.

3 Cognitive Shortcuts Exploited by Marketers

Kurt also shares personal anecdotes, including a family trip experience, and reviews scholarly articles on cognitive shortcuts exploited by marketers. The episode concludes with a listener's question about employing these techniques effectively.

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