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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As a salesperson, you know how crucial communication is.  But have you ever stopped to think about common mistakes that could sabotage your presentations and cost you deals?  These aren’t just minor missteps - they’re the ones that can lose you a sale before you even realize it.

Michael Bay Fails (Meltdown) CES - Walks Off Stage - heckled by technology

The bottom line: Be intentional with your communication, and don’t just rely on your product to do the talking. Your presentation is the first step in building trust - and that’s the foundation for every successful sale.  Join me for this week’s podcast on Communication Habits Of Successful Speakers - Michael Hoeppner Interview.

Discover how to deliver an engaging presentation instead of a dull data dump.

For more info about Michael Hoeppner and his work visit his website here and here

Sales isn’t about an excellent presentation - it’s also about how you read your potential customers.  Body language is one of the most powerful tools in your persuasion toolkit, and understanding it can be the difference between closing a deal and getting a NO.  People are constantly sending signals with their bodies, even when their mouths are silent.  So, how can you harness the art of reading body language to increase your sales and influence? 

Let’s find out!

 How Hope Beats Mindfulness When Times Are Tough

Join me for this week’s podcast on Mimic, Mirror or Merge: The Science Of Rapport.  Discover the techniques to connect with anyone in the first 2 minutes.  How do you read the person, read the room, and know how to adapt to each situation?  We know with a first impression that the cement dries fast.  Find out how to instantly adapt and persuade.

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“Breaking the mirror” is a term used to describe how lawyers intentionally disrupt the psychological connection, or rapport, with a witness on the stand. That disconnect is also called antipathy.  During questioning, attorneys may initially mirror the witness’s tone, energy, rate, and body language to connect and build trust but then strategically break that alignment to create discomfort.  This shift is particularly effective in creating pressure and undermining a witness’s confidence.

Harvard Psychologist Ellen Langer Shows How Mental Attitude Can Potentially Reverse the Effects of Aging

Want to know when, where, and how to use antipathy or unrapport?  I know that is not a word, but it fits the topic.  Join me for this week’s podcast on Destroy Rapport, Break The Mirror, And Increase Influence.  Discover ways to use this disconnect to influence those who are demanding, unwilling to cooperate, and with dishonest people.

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The importance of the RAS in persuasion extends to various fields, from marketing and advertising to public speaking and education. By leveraging the power of the RAS, persuaders can enhance their ability to keep their prospect’s attention and motivate them to action. Understanding and utilizing the RAS is critical to involvement and making a lasting impression in a world overflowing with information. 

Latent Learning - How We Subconsciously Pick Up Information

Join me for this week’s podcast on The First Gatekeeper - The Reticular Activating System (RAS).  I will take a deeper dive into the brain and how to leverage the RAS during persuasion and influence.  Learn how to use the RAS to keep their attention and get them to focus on you and your product/service.

 DEAL OF THE WEEK

Influencers use closing skills to guide potential customers in making a decision.  Effective closing skills ensure both the salesperson and the customer feel confident about the purchase, minimize resistance, and create a smooth transition to get the YES. Closing skills also enable salespeople to address last-minute objections and encourage customers to commit to the solution.

Deal or No Deal - The Role of Emotions in Negotiating Offers

A little anger in negotiation pays

What do your prospect’s hate about your closing skills?  What repels them? What helps them? Join me for this week’s podcast on What Are The Top 5  Complaints About Your Closing Skills - With Solutions.   Discover the critical influence skills that will seal the deal.

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Credibility is based on 3 things: your knowledge, track record, and appearance.  What it comes down to is that you are believable and have the expertise to make things happen or solve their challenge.  The perception could be based on your demeanor, mannerisms, or dress. 

Rage clicks - Study shows how political outrage fuels social media engagement

If you are experiencing any of the above, it is time to borrow credibility. What? Can you borrow credibility?  The answer is absolutely.  Join me for this week’s podcast on How To Borrow Credibility In A Low Trust World.  Discover the secrets of using persuasion techniques to enhance your credibility by borrowing from others.

Researchers suggest that willpower and self-discipline can weaken after doing sequential tasks, much like an overused muscle strained to fatigue or a battery that has lost its charge.  The results proved interesting in looking at the two groups—one that ate cookies (requiring no willpower) and one that ate radishes (exercising their willpower against the tantalizing cookie smell).

Do you want more success?  Increase your willpower?  Have unlimited confidence?  Join me for this week’s podcast on Get Your Game On With Dre Baldwin. 

 I will interview Dre Baldwin, who will give you more willpower and confidence and help you get game in the business world.  Discover the keys of a professional athlete that will dramatically increase your success.

What is your Persuasion IQ? FInd out here for free!

For more info about Dre find his info here.

Praise and compliments can backfire or be disbelieved for several reasons, especially when perceived as fake or insincere. Here are the top 4 reasons why praise could backfire on you.

That ‘Compliment’ Might Actually Be Offensive

Praise must be genuine, specific, and aligned with reality to be effective and credible. Overpraising or manipulating through praise can make people uneasy or skeptical, undermining its intended effects.  Join me for this week’s podcast on Why Your Compliments And Praise Backfire And Seem Manipulative.  We will discuss the trend of people rejecting praise, why they don’t accept your compliment, and how to use praise that people accept.

Identifying whether someone is a narcissist requires looking for key behaviors and personality traits that align with narcissistic tendencies

 Why You Should Sleep on it Before Making an Important Decision

Finding a narcissist involves looking for patterns of behavior that revolve around self-importance, lack of empathy, and manipulative tendencies. Want to know how to persuade a narcissist? 

Join me for this week’s podcast on How To Persuade And Earn The Respect Of A Narcissist.  Discover why a narcissist thinks the way they do and what to do if they are in your path and you need to persuade them.

Can You Captivate and Close with Charisma?

Do You Ever Wonder How Some People Can Persuade And Motivate On Command?

Take a quick Presentation IQ assessment.  Let’s identify how to take your presentation and influence skills to the next level.  You will also receive my Perfect Persuasion Presentation template and video training for helping out with my research.

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Numerous studies have been conducted on the impact of scent and fragrances on association. A study conducted among undergraduate students found that female students wearing perfume were rated more attractive by male students.  Scents were even found to improve scores on job evaluations. Of course, offensive odors can also be used (and have been used) to evoke a negative response.

Sensory Marketing; The Smell of Cinnamon That Made Me Buy

Want to know more about sensory marketing?  Get your prospect more involved using their sight, sound, touch, taste, and smell.  Join me for this week’s podcast on Using Smells And Sensory Marketing To Increase Influence.  Discover how to instantly influence others using the senses.