Negotiations Ninja Podcast7 Okt 2019

Influencing Skills Of A Suicide Hotline Volunteer And Sales Professional, with Shane Martin

Everyone involved in sales, procurement, or negotiations of any type needs to develop the influencing skills that make them effective. We are all influencers in one way or another (for bad or good) and intentional focus on making those innate skills work for us can have great results.

Shane Martin reached out to me because he has found that the same influencing skills he uses in his sales career are also powerfully effective in his role as a volunteer at his local suicide hotline. Join us for this conversation. We dive into influence, persuasion, and spend a good deal of time walking through Robert Cialdini's work on influence as well.

Outline of This Episode

[0:35] Meet our guest and a fan of the show, Shane Ray Martin
[1:25] Why it's important not only to listen but to apply what you learn from episodes
[3:02] Shane's motivation for volunteering at a suicide hotline
[5:48] The right questions to get to the real issues behind the conversation
[8:25] Teaching causes people to drop their guard
[12:16] The six steps used by Shane's volunteering with the suicide hotline
[17:55] The pitfalls Shane sees salespeople make in negotiations
[24:38] Cialdini's 6 principles of influence
[27:30] The power of social proof in negotiations and influence

Resources & People Mentioned

www.ScoutRFP.com/negotiation (sponsor)
Scott Tillema episode of Negotiations Ninja
BOOK: Give and Take by Adam Grant
BOOK: The Go Giver by Bob Burg
Robert Cidaldini's book "Influence"
BOOK: Pre-suasion by Robert Chialdini
Chialdini's 6 Principles of Influence video

Connect with Shane Martin

Shanes website: https://www.shaneraymartin.com/
Follow Shane on LinkedIn

Connect With Mark

Follow Negotiations Ninja on Twitter: @NegotiationPod
Connect with Mark on LinkedIn
Follow Negotiations Ninja on LinkedIn
Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja

Det här avsnittet är hämtat från ett öppet RSS-flöde och publiceras inte av Podme. Det kan innehålla reklam.

Avsnitt(446)

How to Appear More Trustworthy through Nonverbal Communication, Throwback with Dr. Abbie Maroño, Ep #446

According to Dr. Abbie Maroño, someone judges whether or not they can trust you within 33 milliseconds of meeting you. Once they've made their observation, they'll spend every interaction looking for ...

28 Mars 202439min

Take Command of Your Mindset with Joe Hart, Ep #445

Dale Carnegie is a global training organization with 200 operations in 86 countries. Its instructors teach the Dale Carnegie course following the model he developed over 100 years ago. Joe Hart took ...

25 Mars 202424min

What is Your Style Under Stress? Throwback with Joseph Grenny, Ep #444

How do you handle stressful conversations? Do you know how you're likely to react? Do you default to being aggressive or combative? It's crucial that you understand how you react—i.e. your "style unde...

21 Mars 202427min

The Right Way to Negotiate with Andreas Winheller, Ep #443

Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, "Getting to Yes" was the book on negotiation. More recently, "Never Split the Difference" has bec...

18 Mars 202429min

The Key to Negotiating with Different Cultures with Eliane Karsaklian, Ep #442

Every culture has different foundational beliefs. We may recognize the same brands and use the same products worldwide but we behave far differently. Eliane Karsaklian learned this firsthand from livi...

14 Mars 202431min

How to Gather Stories with Matthew Dicks, Ep #441

How do you find the right stories to tell? Matthew Dicks is a phenomenal storyteller. He's written several novels and non-fiction, including "Story Worthy." He owns "Speak Up Storytelling" and "Story ...

11 Mars 202431min

Predictive Procurement with Edmund Zagorin, Ep #440

One of procurement's roles is to achieve cost savings while balancing the needs of the company. Predictive procurement starts with defining things like: What has to be true for the prediction to be a...

7 Mars 202435min

How Storytelling Increases Credibility per Mark Carpenter, Ep #439

Logic and rational thinking don't always work to convince someone to do something. People hear "Storytelling" and think of novels, movies, TV shows, etc. They don't see it as what it is: A skill. Intu...

4 Mars 202424min