| Have you ever had someone try to persuade
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| | than five percent of the time and over
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| you with those old, outdated, offensive
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| | half of those prospects had buyer's
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| tactics? You know the ones I am talking
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| | remorse and returned the product.It is
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| about. Before you are even close to
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| | said that the first and most lasting
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| purchasing a product I am sure that you
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| | impression is made in about the first
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| have been asked: "Do you want it in green
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| | four minutes. Be sure you demonstrate
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| or black?" I am sure you have also
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| | confidence in those first four minutes,
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| heard: "If I could show you how to become
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| | because the cement dries fast! Nothing
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| financially independent, you'd be
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| | can replace a bad first impression, even
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| interested wouldn't you?" This backs you
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| | if you try to make it up later. Fixing a
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| into a corner and you don't even want to
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| | first impression is like fixing a wrecked
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| answer the question. You wonder, does
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| | car. Even after exhaustive time, effort,
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| this person really think I'm that dumb?
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| | and expense, you still know it was
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| You don't buy from these people. You
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| | wrecked, and you're more apt to detect
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| don't even like these people. You never
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| | anything that might be wrong with it.We
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| go back to their store. Do these tactics
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| | have all had the experience of meeting
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| still work? Sure they do. It is the law
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| | someone who, after just a few seconds of
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| of averages. Eventually you can find
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| | being in their presence, we have felt an
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| someone who will bend to any persuasive
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| | instant connection or bond to. This is
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| technique. Great persuaders are not
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| | the Law of Connectivity. Conversely, we
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| smarter; they just have the right
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| | have probably all met someone who we
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| tools.You have heard the adage, "If you
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| | instantly did not like and did not want
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| are a hammer, everyone is a nail." You
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| | to be around. This process is caused by
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| can't treat everyone exactly the same.
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| | a lack of connectivity and usually takes
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| You have to customize the presentation to
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| | only a few seconds to become apparent.
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| every customer. I want to give you a new
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| | The Law of Connectivity states that the
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| set of tools because one tool will not
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| | more we feel connected to, part of, liked
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| fit all your prospects. You can't use
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| | by, or attracted to someone, the more
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| the old school tactics and force every
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| | persuasive they become. When you create
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| prospect into the same mold. The more
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| | an instant bond or connection, people
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| tools you have, the more successful you
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| | feel comfortable around you; they will
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| will become. Research shows that most
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| | feel like they have known you for a long
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| persuaders use three to four persuasive
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| | time and that they can easily relate to
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| techniques. High producers still only
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| | you. When we feel connected to someone,
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| use seven to eight persuasive techniques.
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| | we feel comfortable and a sense of trust
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| Did you know there are over 100
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| | evolves.When someone feels love or
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| techniques? If you look at persuasion
| |
| | unconditional acceptance, they will be
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| like it's a piano, most are playing
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| | open to your influence. To be this open,
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| chopsticks when they could be playing
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| | they have to know that you empathize with
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| Mozart. Why haven't many persuaders
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| | their situation.Empathy has both Latin
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| caught up with the times? Why are so
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| | and Greek roots. The two parts of the
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| many still using the old tools that would
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| | word mean "to see through" and "the eye
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| best be put to rest? Are you one of
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| | of the other." Seeing through the eye of
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| them?First, you must understand
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| | another creates long-term influence.
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| persuasion and influence have changed in
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| | When people know that you can see what
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| the past twenty years. Your consumer,
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| | they see, feel what they feel, hurt the
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| prospect, and customer have changed.
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| | way they hurt, they will be willing to be
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| They are bombarded with over five
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| | influenced by you. The whole world is
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| thousand persuasive messages a day. Your
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| | full of people trying to make us do
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| prospect is more educated and more
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| | things for their reasons. All we need to
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| skeptical than ever before. Think about
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| | do is pause and understand with whom we
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| it. When you are approached by a sales
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| | are dealing, what they are thinking, and
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| rep or called by a telemarketer you
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| | why they are thinking those things. Once
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| automatically put up a huge wall. You
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| | we understand these principles, we have
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| are already resisting before anything has
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| | empathy and the door of influence swings
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| been communicated. If you try those old
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| | wide open. Empathy and caring are part
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| style tactics, you will lose prospects,
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| | of having humility. When you are humble,
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| which results in lost sales. What good is
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| | you demonstrate to others that you are
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| a sales tool that works only part of the
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| | not driven by ego, or pride, and you're
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| time? Imagine if the brakes on your car
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| | not just out to get the best for
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| only worked part of the time.Let me ask
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| | yourself.3. Objections are goodThere is
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| you a question. Have you ever had a
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| | a big difference between a genuine
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| prospect that you were working with and
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| | question of concern and an "I'm done with
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| you knew they needed your product or
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| | you" objection. Is it a sign of interest
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| service, they wanted your product or
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| | or resistance? That is the key question.
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| service, they could afford it, but they
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| | When they present every objection in the
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| still didn't buy from you? What
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| | book, this should be a red flag to you.
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| happened? It was a perfect fit for both
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| | You are probably going down the wrong
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| parties. We live in a fast-paced world.
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| | road, not reading the person. What they
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| We don't even have time to think. So
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| | are really saying is, "Go away. I have
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| your prospect comes in and everything is
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| | heard enough. I don't see where or how
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| perfect but they don't buy and they say,
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| | this can help me." Did you really
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| "I need to think about it." We don't
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| | uncover their wants and needs, or are you
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| have time but the knee-jerk reaction is
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| | vomiting a list of features and benefits?
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| to think about it. Do you want to know
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| | Many persuaders vomit information. Here
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| why your prospects aren't buying from
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| | is the issue: your prospect will buy for
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| you?The Persuasion PitfallUnderstanding
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| | their reasons and for only their reasons,
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| your audience is key. You must also know
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| | they don't care about why you like the
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| what laws of persuasion you are going to
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| | product or how much you know about the
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| use on them. There are times and
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| | product. You need to find out the one or
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| situations where certain persuasive laws
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| | two reasons they want to buy and tell
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| or techniques are not appropriate. You
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| | them how your product or service will
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| can't treat every person or every
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| | benefit them. When you list features and
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| audience the same way. If you take
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| | benefits, two things happen. It can suck
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| persuasion too far, you will run into
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| | the energy out of the persuasion process
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| what I call the "persuasion pitfall."
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| | and it can actually give them reasons not
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| People are persuaded and influenced until
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| | to buy that they wouldn't have even
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| they feel cheated, misled, or taken
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| | imagined. Find the one or two they are
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| advantage of, and then they never tell
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| | really going to care about and get them
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| you about their feelings, and they never
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| | to purchase - then you can fill in the
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| do business with you again. In sales and
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| | blanks with the other features and
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| marketing, we have a tendency push the
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| | benefits. Here is the key: before they
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| envelope a little too hard when trying to
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| | buy or have made the decision to
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| persuade others. This could be in a
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| | purchase, they are looking for reasons
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| personal one-on-one encounter with a
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| | not to buy. After the decision to buy,
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| friend or shopping at a furniture store.
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| | they are then looking for reasons why
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| Persuaders who do not possess the ability
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| | they made a good purchase.Great
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| to read others or who do not have the
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| | persuaders will always have fewer
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| skills necessary to persuade typically
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| | objections to handle than old style
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| fall victim to the persuasion pitfall.
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| | persuaders. If you really understand
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| They take persuasion a little too far,
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| | your prospect, you "pre-solve" before the
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| using extreme pressure or try to sell you
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| | objection has even occurred.
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| a product you don't need or want. When
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| | "Pre-solving" objections can be
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| you use persuasion, influence, or power
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| | effectively accomplished by using a
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| the wrong way, people will lose all trust
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| | tactic titled inoculation. Do you
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| in you and never want to be persuaded by
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| | inoculate your prospects?The term
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| you again."Over-persuading," is always
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| | "inoculation" comes from the medical
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| going to set off silent alarms in the
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| | field: injecting a weak dose of a virus
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| mind of your prospect. These alarms will
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| | into a patient inoculates or prevents the
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| send feelings of uneasiness, negativity
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| | patient from actually getting the
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| towards you personally, your store, or
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| | disease. The body's immune system fights
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| your product. The challenge with this
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| | off this weak form of the disease and
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| pitfall is that 99 percent of the people
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| | then is prepared when the full disease
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| in the world will say nothing to you
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| | attacks. Likewise, when you are
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| about feeling over-persuaded of offended,
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| | presenting to an audience who has an
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| they simply will never go into your store
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| | opposing viewpoint standing in the wing,
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| again; they will never want to associate
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| | you have to "inoculate" them with a
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| with you or your product. Or, if you are
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| | weakened form of the other side's
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| a friend or family member, they will
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| | argument. If you know someone is going
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| never trust or listen to your point of
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| | to attack your viewpoint, you prepare
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| view again. This pitfall is a silent
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| | your audience in advance for the attack.
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| killer because most persuaders don't even
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| | The idea is to address the issues that
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| realize the mistake was ever committed.
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| | your opponent will bring up and then
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| The duped person will never come back to
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| | directly refute them. The point to
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| the store and will probably tell others
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| | understand is that the inoculation must
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| not to go back, too. You have probably
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| | be a weak form of the "virus." If you
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| had this happen to you many times, at a
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| | inoculated a human body with the strong
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| car dealership, in retail stores, or over
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| | strain of a disease, they could become
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| the phone. You have to have a sixth
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| | sick or even die. The dose must be weak
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| sense in persuasion and know how hard you
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| | enough to prepare the body for the
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| can push. We hate to feel manipulated or
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| | stronger virus but not so strong that it
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| pressured. We have all been burned or
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| | overpowers the body. In persuasion, you
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| taken advantage of and when we see signs
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| | don't want to give strong doses. You
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| of such behavior we run.Many uneducated
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| | don't want to give your prospects all the
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| persuaders can be offensive,
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| | ammunition from the other side of the
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| condescending, obnoxious, and insulting.
| |
| | persuasive message. On the other hand,
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| Some people will need to have space, some
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| | if you don't prepare your audience for
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| will have to talk to a spouse, and still
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| | what they are about to hear, the sting of
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| others will have to come back later
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| | your opponent's words, logic, or
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| before making a decision. You have to
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| | testimony might be too much for them to
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| sense and know by knowledge, experience,
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| | handle and they could switch sides.We are
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| and nonverbal cues how many tools of
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| | surrounded by countless examples of
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| persuasion you can use without running up
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| | inoculation, many of which are used in
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| against this pitfall. You have to sense
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| | the courtroom. The attorney stands up
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| their limits.1. My clients/customers
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| | and says, "The prosecution will call my
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| trust meWrong. We have done studies at
| |
| | client mean, evil, a terrible husband,
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| the persuasion institute and found most
| |
| | and a poor member of society, but this is
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| people do not trust you. The persuader
| |
| | not true, as I will show you over the
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| thinks and feels that he or she has
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| | next couple of weeks...." So, when the
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| developed trust, but when we talk to the
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| | prosecution stands up and states anything
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| customer/prospect, there is no trust.
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| | close to what the defense attorney has
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| Here's the deal: Forty years ago, people
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| | claimed they will, the jury is prepared,
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| were more trusting. The attitude was, "I
| |
| | thinking he or she is acting exactly the
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| trust you. Give me a reason not to."
| |
| | way the defense said they would. This
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| Now it's, "I don't trust you. Give me a
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| | gives the jurors a way to ignore or even
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| reason to trust you." So now you're
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| | discount the prosecutor's
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| starting well below zero. On average,
| |
| | arguments.Society needs to understand the
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| depending on your occupation, over 70
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| | importance of inoculation in regards to
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| percent of the time you did not develop
| |
| | smoking, drugs, teenage pregnancy, and
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| trust with your customer/prospect. Ouch.
| |
| | others issues. Street gangs also use this
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| Even if they like you, if they don't
| |
| | inoculation tool. When they are trying
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| trust you there will be no deal. The
| |
| | to recruit members to join their gang,
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| ability to gain and keep trust is a vital
| |
| | they inoculate future gang members by
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| factor in influencing others. Research
| |
| | telling them their parents, teachers, and
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| has shown, time and time again, that
| |
| | cops will encourage them not to join.
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| trust is always a contributing factor in
| |
| | They will tell them all the reasons their
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| the ability to influence others. When a
| |
| | opponents will give, fueling them with
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| person trusts you, trust alone can cause
| |
| | ammunition for the impending attack.
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| them to accept your message. On the flip
| |
| | This preparation enables him or her to
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| side, if people don't trust you, all the
| |
| | handle the oncoming assault from parents,
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| evidence, reasoning, facts, or figures in
| |
| | teachers, and others. We know our
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| the world won't get them to budge.Trust
| |
| | children will come in contact with forces
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| can be an ambiguous concept, but certain
| |
| | that do not advocate the views and
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| things are quite clear: You can't get
| |
| | beliefs we would wish to instill in our
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| others to trust you unless you trust
| |
| | kids. Who should be the first contact
|
| yourself first. Your message will not be
| |
| | with your children - you, or the drug
|
| convincing to others unless it's
| |
| | dealer? When you inoculate people, they
|
| convincing to you. Whenever someone
| |
| | can mentally prepare arguments supporting
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| tries to influence us, we ask ourselves,
| |
| | their stance. This reinforcement
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| "Can I trust this person? Do I believe
| |
| | prevents them from switching teams. The
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| him? Are they really concerned about
| |
| | more prepared they are, the more they'll
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| me?" We are less likely to be influenced
| |
| | hold fast to their attitudes and beliefs.
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| if we sense that the person is driven
| |
| | The more deeply this reinforcement is
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| solely by self-interest. Never assume
| |
| | ingrained, the more difficult it will
|
| that people trust you. Always show the
| |
| | become for them to be swayed.Go to and
|
| world you are someone to be trusted, no
| |
| | take the free Persuasion IQ analysis to
|
| matter what the circumstances are.2. I
| |
| | determine where you rank and what area of
|
| need more closing skillsSure it is nice
| |
| | the sales cycle you need to improve in
|
| to have a few closing skills in your
| |
| | order to close every sale! Take your
|
| persuasion tool box, but shouldn't you
| |
| | test now at Mortensen teaches over a
|
| spend more time opening up your prospect
| |
| | hundred techniques to give you the
|
| before you even think about closing? In
| |
| | ability to effectively work with every
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| fact, great persuaders don't even have to
| |
| | customer that walks in your door.
|
| use closing techniques. The consumer is
| |
| | Professional success, personal happiness,
|
| ready to purchase before the end of the
| |
| | leadership potential, and income depend
|
| conversation. The only time you really
| |
| | on the ability to persuade, influence,
|
| need a closing skill is when you have
| |
| | and motivate others. Kurt Mortensen's
|
| blown it and you have not followed the
| |
| | trademark is Magnetic Persuasion; rather
|
| proper persuasion process. You need to
| |
| | than convincing others, he teaches that
|
| be able to connect, be sincere and
| |
| | you should attract them, just like a
|
| empathic, and show you have their best
| |
| | magnet attracts metal filings. He
|
| interest in mind. You should spend more
| |
| | teaches that sales have changed and the
|
| time on connecting, building rapport,
| |
| | consumer has become exponentially more
|
| finding needs and wants, positioning your
| |
| | skeptical and cynical within the last
|
| product, and answering
| |
| | five years. Most persuaders are using
|
| questions.Persuading a customer/prospect
| |
| | only 2 or 3 persuasion techniques when
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| occurs throughout the whole process, not
| |
| | there are actually 120 available!
|
| just at the end of the presentation.
| |
| | Learning how to persuade and influence
|
| Studies show it is much more important
| |
| | will make the difference between hoping
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| how you open a sale rather than close it.
| |
| | for a better income and having a better
|
| Research shows that hard closes not only
| |
| | income. Go to and take the free
|
| offend but have also lost their
| |
| | Persuasion IQ analysis.
|
| effectiveness. Hard closes work less
| |
| |
|
