Episode 45 - Is There Such Thing As Too Competent?
To start this episode, we lead off with another one of Kurt's geeky articles.\xa0 And this study, while strange, is compelling.\xa0 As it turns out, there is a vast personality difference between dog and cat owners.\xa0 In addition, cat owners actually score slightly higher on intelligence tests.\xa0 Dog lovers tend to be more extroverted and sociable, while cat lovers are more independent yet more cautious.\xa0 Kurt and Steve discuss the implications of reading these personality types.\xa0 They also take a few shots at cat owners.
\nIf your'e to be successful as a persuader, it's obvious that you need to be competent.\xa0 Is there such thing as "too much" competence?\xa0 As they say, competence, like beauty, is in the eye of the beholder.\xa0 There's a difference between knowing a lot about your product and knowing how to tactfully make your prospect FEEL like you know alot.\xa0
\nCompetence comes from life long learning.\xa0 You need to be the foremost expert on your product.\xa0 This involves the perception from your prospects that you are continually learning and growing.\xa0 When you learn that your doctor recently attended a medical conference it makes you feel like the doctor is keeping up.\xa0 Make sure you are up to speed on your industry...and make sure your prospects know this.\xa0 It will help create that perception of competence that you're after.
\nTo wind down the show, Steve discusses a persuasion blunder that he recently experienced in the real estate industry.\xa0 The moral of the story?\xa0 Know your product inside and out so you can act quickly...or you may lose the deal.\xa0 Kurt then features a ninja who has learned how to tame one of the toughest hecklers of door to door salespeople: dogs.\xa0