Have you ever met a sales person who just came on too freindly too fast?  How did it make you feel?  Chances are you couldn't get away from them fast enough!  All persuaders know they need to develop a rapport with their prospects.  But the seasoned pros know how to build enough value to open the door and then build enough rapport to seal the deal.  On this episode, Kurt and Steve get into the mechanics of building rapport and what critical mistakes you should avoid. 

If you stood in front of a mirror and gave your typical sales pitch, you'd likely be shocked at the amount of non verbal behavior you display.  More often than not, this non verbal behavior detracts from your message and causes subconsious alarms in your prospect.  First, you must eliminate bad non verbals.  Second, you must implement GOOD ones.  Kurt and Steve give some valuable tips for doing this as well as how to identify and take down a heckler...without having your audience turn against you. 

When presenting, especially to a group, it's often impossible to know what personality type your audience is.  That's why it's important to use the T.E.S.S. system (testimoinals, examples, stories, and statistics).  This allows you as the presenter to speak the language of everybody in your audience.  Most people in an audience will relate to stories.  However, there are always others who prefer to be convinced with statistics, testimonials, and examples.  On this episode, Kurt and Steve discuss how to implement this system into your presentation and sales pitches. 

Whether it's to just one person or a staduim full of people, all persuaders are presenters.  Presenting involves taking the stage or spotlight to persuade others to accept your idea or product.  We've all been in presentations before that were boring, offensive, and ineffective.  Conversely, we've all been in presentations that have completely captivated us and put us in the mood to be persuaded.  On this episode, Kurt and Steve discuss how preparing to present is half the battle.  They three time tested methods that will help you prepare to present with power.