Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want

336 Pages·2008·3.39 MB·English

by  Kurt W. Mortensen

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Persuasion IQ
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Persuasion IQ
The 10 Skills You Need to
Get Exactly What You Want
Kurt W. Mortensen
AMERICAN MANAGEMENT ASSOCIATION
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco
Shanghai • Tokyo • Toronto • Washington, D. C.
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Special discounts on bulk quantities of AMACOM books are
available to corporations, professional associations, and other
organizations. For details, contact Special Sales Department,
AMACOM, a division of American Management Association,
1601 Broadway, New York, NY 10019.
Tel.: [phone]. Fax: [phone].
Website: www. amacombooks.org
This publication is designed to provide accurate and authoritative
information in regard to the subject matter covered. It is sold with
the understanding that the publisher is not engaged in rendering
legal, accounting, or other professional service. If legal advice or
other expert assistance is required, the services of a competent
professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Mortensen, Kurt W.
Persuasion IQ : the 10 skills you need to get exactly what you want / Kurt
W. Mortensen.
p. cm.
Includes bibliographical references and index.
ISBN-13: 978-0-8144-0993-0
ISBN-10: 0-8144-0993-8
1. Business communication. 2. Persuasion (Psychology) 3. Influence
(Psychology) 4. Success—Psychological aspects. 5. Success in business.
I. Title.
HF5718.M664 2008
651.7—dc22 2007049174
© 2008 Kurt W. Mortensen.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM,
a division of American Management Association,
1601 Broadway, New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
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I want to express my love and appreciation to
my loving wife Denita. She is the main reason
for my success. I also want to thank my children
Brooke, Mitchell, Bailey, and Madison
for their love and support throughout this project and
throughout my life. Family is what makes life a joy
and our dreams worth pursuing.
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Contents
Preface ix
Acknowledgments xi
1 What Is Your Persuasion IQ? The New Rules of Success
and Wealth 1
2 Persuasion Resistance: Ten Common Obstacles That Limit
Your Persuasion Success 17
3 PQ Skill #1: Mental Programming of Top Persuaders 39
4 PQ Skill #2: Understanding How Your Audience Thinks 67
5 PQ Skill #3: Instant Rapport and Social Synchronization 91
6 PQ Skill #4: Establishing Automatic Trust 119
7 PQ Skill #5: Command Attention with Power and
Authority 141
8 PQ Skill #6: The Ability to Influence Other People 161
9 PQ Skill #7: How to Motivate Yourself and Others Every
Time 179
10 PQ Skill #8: Advanced Presentation and Communication
Skills 205
11 PQ Skill #9: Preplanned Anticipation: The Secret Formulas
of the Pros 229
12 PQ Skill #10: Self-Mastery and Personal Development 251
Final Thoughts: Time to Capture Your Greatness 273
Appendix A: Persuasion IQ Book Bonuses / Free Reports281
Appendix B: Abridged Persuasion IQ Test285
Endnotes 299
Index 313
About the Author 323
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Preface
W
hat makes someone successful? Why do some people
achieve wealth, while others don’t? How can we predict
who will make it big, who will barely make ends meet,
and who will fail? How do we quantify the characteristics of high-
ly successful people?
It all started in 1905. French psychologist Alfred Binet devel-
oped one of the first IQ (intelligence quotient) tests. Throughout
the years many scientists have tried to predict future educational
achievement and life performance by using tests to measure intel-
ligence. The hitch was that a high score on this type of measured
intelligence was no guarantee of life success.
Intelligence is an important trait, but there are many types of
intelligences. Howard Gardner found there were multiple types of
intelligences, with each individual exhibiting varying levels of
these different intelligences. What types of intelligences did the
successful and ultraprosperous have? Which ones were they born
with and which ones were learned?
Eventually, the concept of emotional intelligence (EQ) was
developed. Daniel Goleman’s groundbreaking book, Emotional
Intelligence, showed the world that success was determined not
only by IQ, but also by EQ. Emotional Intelligence, often meas-
ured as an Emotional Intelligence Quotient (EQ), describes an
ability to perceive, assess, and manage the emotions of one’s self,
of others, and of groups.
My research on what makes people successful has revealed
that success depends on something beyond IQ and EQ. My studies
show that those who enjoy greater happiness and wealth in life
possess a high ability to persuade, influence, sell, negotiate, moti-
vate, lead, and understand human nature. These are not abilities
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