All Episodes
Episodes
Episode 161 – The Science of "No"
On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of "no" can draw prospects...
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Episode 160 – Why Small Talk Stinks
On this episode, Kurt and Steve interview Rob Kendall, of www.conversationexpert.com. Rob has devoted his life to understanding how humans converse with one another and what makes them go wrong...and right. Rob its...
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Episode 159 - Mindless Eating with Brian Wansink
The food industry is more successful than it's ever been. Food is cheap, accessible. And many of us are eating A LOT of it. On this episode, Brian Wansink of the of the Food and Brand Lab of Cornell University joins...
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Episode 158 - Hijack Negotiations with Emotion
Worry When your prospect is worried or preoccupied with something occurring now or could happen in the future. The wrong type of worry can hinder persuasion. Worry is feeling anxious, uneasy, or concerned about...
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Episode 156 - Pre-Solve Objections
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....
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Episode 157 - Negotiation Techniques from a former FBI Hostage Negotiator
Labels Let's explore the space between offer and acceptance – the space between "yes" and "no" is labels. "It seems like…" "It sounds like…" "It looks like…" (Followed by an effective pause.) It's critical to...
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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...
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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 it I...
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Episode 153 - 3 Presentation Killers
Capturing Attention Immediately 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 to? Think about this: Every time...
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Episode 152 - Is Your Frame of Mind Costing 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...
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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...
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Episode 150 - Stop Selling For Your Competition
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 this is...
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