Episode 560 - The Psychology of Yes/No - FITD vs DITF

Do You Know When It’s Time to Shut Up? Time To Seal The Deal? Ever wonder why your presentation isn’t closing deals, even when you’re pouring your heart into explaining every feature of your product or service? The truth might sting: you’re probably talking too much. Take Your Persuasion IQ The Trap of Talking Too Much When you’re trying to persuade someone—whether it’s a client, a colleague, or even a friend—it’s tempting to lay out every perk and plus. After all, shouldn’t highlighting all the amazing features seal the deal? Not quite. Research shows that 81% of persuaders talk more than necessary. Your audience isn’t buying because of your reasons; they’re buying for their reasons. Bury them in details, and their eyes glaze over. Worse, you might accidentally highlight a feature they don’t care about—or one they see as a downside. If you’re spouting off every fact you know, you’re not persuading—you’re overwhelming. So, how do you avoid this trap? Listen First, Present Later The secret to effective persuasion is simple: shut up and listen. Your audience already knows what they want, so let them tell you. Instead of leading with a laundry list of features, ask questions to uncover their priorities. Are they looking for cost savings? Convenience? Status? Once you know what matters to them, focus your pitch on those points and nothing else. This approach saves time, builds trust, and keeps you from wasting energy on irrelevant details. Here’s a practical tip you can use today: start your next conversation with open-ended questions like, “What’s most important to you in a [product/service]?” or “What challenges are you trying to solve?” Then, listen carefully. Their answers are your roadmap. Tailor your pitch to address their specific needs, and resist the urge to throw in extra “just in case” features. Less is more. Two Moments You’re Talking Too Much Join me for the Maximize Your Influence Podcast, and I will dive into the two critical moments where persuaders tend to overdo it: During the Presentation: If you’re dominating the conversation, you’re missing vital information. Your audience is giving you clues about their needs, objections, and priorities— but you won’t hear them if you’re too busy talking. Practice active listening: pause after key points, ask follow-up questions, and let them steer the discussion. At the Close: Knowing when your audience is ready to buy is crucial. If you keep pushing after they’re convinced, you risk annoying them or raising doubts. Look for verbal and nonverbal signals—like agreement or enthusiasm—and shift to confirming the decision rather than piling on more reasons to buy. A Quick Strategy to Try Now Here’s a simple framework to persuade without overwhelming: Ask and Listen: Use questions to uncover their needs and priorities. Focus and Deliver: Highlight only the benefits that align with their stated goals. Pause and Check: After presenting, pause to gauge their reaction. Ask, “How does this fit with what you’re looking for?” Close Concisely: Once they’re ready, summarize and confirm the next steps. By talking less, you’ll actually say more.   Why You Need This Podcast Join me for the Maximize Your Influence Podcast and you will discover how to decode buying signals to avoiding the “feature data dump” that kills deals, this episode is packed with actionable advice for anyone who wants to influence others effectively. Persuade With Power Kurt Mortensen Influence University - Deal of the week

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. Unlock a wealth of opportunities with "111 Sales Training Tools: Sell Anyone At Anytime," the ultimate guide to mastering irresistible persuasion techniques that empower you to effortlessly influence decisions, overcome objections, and double your income—all while creating meaningful connections in your career and beyond. DEAL HERE.

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. Deal of the week - FREE Presentation Assessment- Rank Your Influence - Click Here  

This episode discusses how to transform fear into excitement to enhance personal and professional influence. He explores the common fears related to public speaking and decision-making, providing techniques to reframe fear as excitement, such as focusing on the message, visualizing success, and using deep breathing. What Is Performance Anxiety? 10 Ways To Overcome Your Fear Of Being Judged The episode also features a Persuasion Blunder story illustrating the importance of managing customer perceptions, a scholarly article on performance anxiety, and listener email questions on handling presentation nerves. Additionally, Kurt offers a special opportunity for listeners to receive personalized feedback on their presentation skills. Click here for personalized feedback