Maximize Your Influence

Why do our prospects often not do what it is we want them to do? In this episode Kurt and Steve discuss the scientific reasons why persuasion can lead down a path you never intended...and what to do about it. They also discuss an email from a listener who keeps butting up against the price objection.

In 1957, Stanford Professor Leon Festinger developed the "Theory of Cognitive Dissonance." On this episode, Kurt and Steve discuss how persuaders can use this concept to leverage prospects into making long lasting decisions...and make them a lot faster. They also answer a listeners question about how to get the attention of prospects who are buried behind a wall of bureaucracy.

Kurt and Steve discuss how the "Law of Scarcity" can better be used to create urgency and bulid value.

Kurt and Steve discuss the top three ways to get mentally prepared to persuade with maximum efficiency.

Kurt and Steve discuss how to better listen to people you normally don't like to listen to. They also discuss how fatigue can factor into the persuasion process.

Kurt and Steve discuss confidence as it pertains to use of the arms. The cite a recent study which followed the perceived confidence of poker players. They also interview renowned sales expert Jerry Clark about Personality Types and how they can be used to persuade and influence.

In this episode, Kurt and Steve discuss some of the top ways to tell if somebody is trying to deceive you or not.