One of the major distinctions between mediocre persuaders and highly successful persuaders is the amount of talking they do and the number of questions they ask. We have found that great persuaders ask 2.7 more questions of their audience than average persuaders do. Think about that statistic. An average persuader will ask six questions; a great persuader will ask sixteen.

On this episode Kurt interviews Dave Kurlan. They discuss the biggest mistake that sales people make, baseball and sales, biggest mindset obstacles, self-limiting beliefs and how to reprogram your beliefs, how to get your prospect to pay more attention to you than to your competition, the sales process, good closing techniques, how to create urgency early, how to get past a "slump," how to know whether or not your prospect is qualified, and how to deal with resistance.

The proper use of humor will boost your confidence and increase your likeability.  It enables you to establish instant rapport and they will trust you more.   Practice your humor.  Make sure it works.  The brutal bottom line is they will either laugh with you or feel sorry for you.

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You will be surprised how easy it is to use humor.  You will discover ways to use and borrow humor in your persuasive presentations. Humor opens the door to influence.  Find the ways to make your prospect easier to influence. 

Use the 4 secret motivators to inspire others to get what you want

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