This episode delves into the concept of the "fake no" and knee-jerk reactions. Mortensen explores how subconscious triggers can lead to unwarranted objections and resistance from prospects. He uses various anecdotes, including a wedding reception at a funeral home and a study on desk organization, to illustrate how perceptions and subconscious triggers play a role in influencing decisions. Mortensen also addresses how salespeople can sometimes create their own resistance through their expectations and fear of objections, particularly around pricing. He provides tips on maintaining a positive demeanor and managing expectations to avoid manifesting these objections. The episode also includes listener emails, such as one from Antonio in Italy, and emphasizes the importance of understanding and overcoming objections to improve persuasion skills.

What Your Desk Reveals About Your Personality

Deal of the week

This episode explores the Law of Dissonance, a key strategy in persuasion that helps individuals convince themselves. Kurt introduces the concept by explaining cognitive dissonance, a psychological conflict between beliefs and actions that causes discomfort and leads individuals to change their attitudes or behaviors.

Immortality in the afterlife as cognitive default

He shares personal anecdotes and studies demonstrating this phenomenon, such as people hesitating to sign a contract selling their soul. Mortensen also offers practical tips on how to employ dissonance in persuasion, how it assists in commitment building, and the importance of aligning with people's beliefs to facilitate easier decision-making and increase influence.

Deal of the week

In this episode Kurt discusses the impact of humor on persuasion, motivation, and influence. He explains how humor can build rapport, capture attention, and create positive emotional connections. Kurt also talks about the benefits of using humor in the workplace, including increased creativity, job satisfaction, and team performance. He shares tips on how to effectively incorporate humor into sales and presentations, and addresses the importance of being relevant and appropriate to avoid offending your audience. Finally, he highlights the professional advantages of having a sense of humor and encourages listeners to practice and strategically use humor to enhance their persuasive abilities.

Understanding Trust Issues: What They Are and How to Overcome Them

Deal of the week

This episode delves into strategies for enhancing influence, motivation, and success, featuring elements like goal setting and mindfulness. Kurt Mortensen shares personal anecdotes, such as a dentist's poor follow-up, to highlight the importance of persistence. He discusses human motivation, emphasizing the balance between minimizing risk and maximizing reward in decision-making. Listening to audience feedback and personal motivation techniques are explored, including intrinsic versus extrinsic incentives. The episode also features a listener question on effective sales tactics, reinforcing the importance of understanding individual motivations in persuasion. Mortensen encourages continuous learning and provides an offer of the week for personal and professional growth.

Self-awareness can drive behavior change, reprogram the brain’s reward system GOALS

OFFER OF THE WEEK

This episode explores the science behind effective goal setting and achieving maximum success. Kurt discusses common pitfalls like failing to set goals correctly and pre-excusing failure. He highlights the importance of mindset, motivation, and self-persuasion in maintaining goal pursuit. The podcast also covers practical steps for setting and achieving goals, such as writing them down, creating an action plan, and having accountability. Kurt illustrates these points with examples and studies, offering actionable advice for listeners to increase their influence, motivation, and overall success.

The Psychology of the Sour Grape Effect

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This episode explores techniques to understand and influence people by decoding their thoughts, emotions, and behaviors. Kurt Mortensen delves into methods like hot and cold reading used by psychics, explaining how these techniques can be applied in everyday persuasion.

Going up against a rival makes us take more risks

This episode also covers various studies on rivalry and risk-taking, body language cues, and the psychological principles behind effective communication and influence. Kurt also gives practical advice on boosting one's persuasive skills through better observation and understanding of others.

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In this episode, Kurt delves into the power of mindset and its critical role in success. Starting with insights from his recent four-day event on Millionaire Psychology, Kurt explains the fundamental differences between learned optimism and learned helplessness, concepts introduced by Dr. Martin Seligman. Listeners will learn the significance of adopting a millionaire mindset, improving persuasion and negotiation skills, and the importance of continuous self-improvement.

The Power of Small Wins

The episode also covers strategies for overcoming learned helplessness, implementing small daily victories, and fostering a more positive and optimistic outlook in both personal and professional life. Packed with practical tips, listener emails, and references to influential research, this episode provides valuable guidance to anyone looking to enhance their mindset and achieve their goals.

In this episode, Kurt Mortensen explores the effectiveness of Neuro-Linguistic Programming (NLP) and its techniques for persuasion, motivation, and influence. Kurt discusses handling emotions like fear, shares insights from recent studies on the brain's role in fear inhibition, and answers a listener's questions about NLP. He also introduces methods like mirroring, framing, future pacing, embedded commands, and anchoring, explaining how these tools can enhance personal and professional communication. Additionally, Kurt talks about public speaking anxiety and compares NLP anchoring with exposure therapy.

New Brain Region That Suppresses Fear

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