Articles from this Author
Latest Articles
-
by Kurt Mortensen - 2007-01-08
Public commitments and dissonance go hand in hand. Even when we feel an action is not right, we still go through with it if we have publicly committed to such a course of action.The more public our st...
-
by Kurt Mortensen - 2007-01-08
When someone has a higher position or more authority than you, the automatic trigger is that whatever that person says must be true. The FAA found that many errors by flight captains were not challen...
-
by Kurt Mortensen - 2006-12-31
More than anything else, passion recruits the hearts and minds of your audience. When the audience can sense your passion and heartfelt conviction for your cause or product - they emotionally jump on...
-
by Kurt Mortensen - 2006-12-31
Influence is a key element in mastering the techniques of Magnetic Persuasion. Influence is the highest form of persuasion. With influence, people are spurred on to action because of your character,...
-
by Kurt Mortensen - 2006-12-31
We know many of the things we should be doing to be happier, to be more physically fit and to be more financially secure. We know we should set our goals, manage our time, and spend more time with our...
-
by Kurt Mortensen - 2006-12-31
Change is the key to our success and to our financial future. Often in our own lives, however, change is something we fiercely resist. Even when achievement sits on our doorstep, we're still too comfo...
-
by Kurt Mortensen - 2006-12-26
Realize that most objections can be resolved before they even arise. Cost is often the first objection that is put up, but usually it's not the true reason, deep down, for rejecting a product or servi...
-
by Kurt Mortensen - 2006-12-12
Power is intricately connected to persuasion in that it increases your ability to persuade, influence, and stir action in others. Power enhances all aspects of persuasion and influence. Power will mag...
-
by Kurt Mortensen - 2006-12-11
As you ready yourself for positive changes ahead, watch how you talk to yourself. In other words, there is to be no more talking down to yourself like: "Well, I blew it again.Surprise, surprise." Nega...
-
by Kurt Mortensen - 2006-12-11
Goal setting is powerful way of keeping sales psychology on the up-and-up. We all know that goals dictate future performance by giving team members a sense of purpose and direction. I can think of not...
-
by Kurt Mortensen - 2006-12-11
When we break motivation down to its most fundamental level, it's either inspiration-oriented or desperation-oriented. Whatever action we take, we are moving either toward something we favor or away f...
-
by Kurt Mortensen - 2006-12-11
Trustworthiness increases when we are big enough to own up to our mistakes and weaknesses. People can forgive weakness, but they won't be as quick to forgive cover-ups. Oftentimes, if a salesperson is...
-
by Kurt Mortensen - 2006-12-07
One's attitude has a lot more to do with the level of her/his success than one's aptitude, ability, IQ, education or other factors do. I'd like to get into the details of a salesperson's psychology so...
-
by Kurt Mortensen - 2006-12-07
The very first obstacle that many persuaders experience is prejudging a prospect. They set up an appointment, hang up the phone and then immediately say, "Oh, great. This lady's looking for a product ...
-
by Kurt Mortensen - 2006-11-28
Obviously, the attributes at the top of the diagram are more desirable, but you cannot hope for instantaneous respect and rapport on this level if it is not something you've taken the time to cultivat...
