Episode 161 – The Science of "No"

Maximize Your Influence · Oct 11, 2016 · 1m

On this episode, Kurt and Steve read some listener mail from an business owner who finds himself dealing with a lot of calls from prospects just wanting quotes. They discuss how the power of "no" can draw prospects into a conversation where actual value can be established. This then unfolds to a discussion about the power of questions. Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Power Persuaders. Questions are used in the persuasion process to create mental involvement, to guide the conversation and to find out what your prospect needs…