We've all heard that "assuming the sale" is one of the most effective persuasion tactics out there.   But how does one avoid crossing the line from "confidence" to "shallow and transparent?"  On this episode, Kurt and Steve discuss the Law of Expectation and how persuaders can assume the sale without offending their prospects.  They also put to bed a few myths about "neuro linguistic programming." 

Have you ever had the great displeasure of dealing with somebody who could never admit they were wrong?  Or somebody who was constantly full of themselves?  On this episode, Kurt and Steve discuss a recent article by Harvard Business Review that revealed "why we love narcissists."  The points from the article reveal that many narcissists have characteristics that attribute to great leaders.  So while they may be frustrating to deal with, we can certainly learn from them.  Kurt and Steve also discuss the Law of Obligation and how it can be used to create a sense of indebtedness with our prospects and customers. 

We've all seen it: a late night infomercial parading testimonial after testimonial across the screen.  After watching for a few minutes, we inevitably think "wow, if that guy can do it, why can't I?"  When used effectively, testimonials give clients the courage to make decisions.  Testimonials should be credible, believeable, attributable.  In this episode, Kurt and Steve discuss how you can ramp up your testimonials to get results in your business asap. 

It's a well known fact that humans look to others to validate their own actions.  On episode 22, Kurt and Steve discuss how this powerful concept of "Social Validation" can be used to create massive action when it comes to persuasion.  Prospects can be trained to behave a certain way through marketing and sales efforts...a way that makes your job as a salesperson or business owner that much easier.  Kurt and Steve also discuss a recent study about how our relationshiops with others effects our body image.