Episode 194 - Sales Strategies of Top Producers– Scott Ingram
Release Date: 06/20/2017
Episode 567 - Mood Makers - How Emotional Intelligence Drives Getting To Yes
Maximize Your Influence
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. Through anecdotes and scientific studies, Kurt illustrates how a positive mood can enhance receptiveness, creativity, and trust, ultimately increasing the chances of persuasive success.
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Episode 566 - Elicitation – The Art of Fishing For Information
Maximize Your Influence
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. 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...
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Episode 565 - Resistant Free Selling - Greasing The Squeaky Wheels Of Your Close
Maximize Your Influence
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. The episode also...
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Episode 564 - Contagious Charisma: Do You Captivate or Cripple with Your Energy?
Maximize Your Influence
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. 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...
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Episode 563 - Adapting To The New World Of Persuasion And Sales - New Research
Maximize Your Influence
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. 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...
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Episode 562 - Bragging Or Credibility – The Art Of Self Promotion
Maximize Your Influence
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. Additionally, the episode delves into understanding pathological lying and how to spot and handle individuals who habitually lie. The show...
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Episode 561 - The 95% of Persuasion - What’s Your Focus?
Maximize Your Influence
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. Additionally, he provides practical tips on how to prime the subconscious mind for desired outcomes and...
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Episode 560 - The Psychology of Yes/No - FITD vs DITF
Maximize Your Influence
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. 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...
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Episode 559 - How To Turn Fear Into Excitement Into Influence
Maximize Your Influence
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. 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...
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Episode 558 - The Power of Clickbait, Intrigue And Curiosity In Influence
Maximize Your Influence
In this all-new episode Kurt discusses the psychological appeal and effectiveness of clickbait. He explains how curiosity, FOMO, and emotional triggers drive people to click on intriguing headlines. Kurt also shares tips on using these principles ethically in persuasion, sales, and presentations to engage and influence audiences. The episode covers similarity theory, the importance of building connections, and concludes with an analysis of overconfidence in achieving success, referencing an article from Psychology Today. Additionally, Kurt delves into the Zeigarnik Effect, which emphasizes...
info_outlineThis episode features guest Scott Ingram -
In this episode learn all about why mindset and belief in yourself is absolutely fundamental. And the tips and tricks in getting yourself there. And how to show your customers/prospects that you truly care.
Kurt and Scott discuss how important it is to be constantly learning, absorbing and surrounding yourself with the best.
They also discussed how most top sales people are more than willing to talk you about their sales process and share the information that they’ve learned. People want to give back and know that they were once at the beginning too.
Who is doing it the best in your organization/niche? Figure out what they are doing and do the same thing.
Scott points out the one of the most important things is understanding who you are, your unique strengths and what the unique value is that you bring to the way you sell, and do more of that. “
Play up those unique strengths and values and be a more authentic and magnified version of yourself.
Scott Ingram is the host of the Sales Success Stories podcast where he interviews top sales people. Not just high ranking sellers either, everyone Scott talks with on his show is #1. He's also an active sales professional himself.
I’m in sales, and I have always looked for ways to improve myself and achieve more but have been frustrated by the source of most of that content. Instead of hearing from “sales experts” who aren’t currently in sales (somebody selling themselves or some form of sales training doesn’t count); I want to learn from salespeople who are the best of the best. What are they doing to achieve more than anybody else
While this is a very selfish project for me to learn and improve myself, I hope that you can benefit as well. Please subscribe to the podcast, and I invite you to join our Sales Success Community where you’ll find a growing group of like-minded sales achievers.