Dr Mark Goulston joins Will Barron on the Salesman Podcast to share the psychology behind and the techniques to getting through to someone when they’re not wanting to listen to you.
If you’ve ever been invited to a sales meeting and then given the cold shoulder or just found yourself struggling to have a useful conversation with someone that has otherwise been receptive then this episode has value for you.
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How To Break Through
The show is kicked off with Mark explaining the importance of taking the time and effort to be absorbed in where the person sitting across from you is coming from.
If they’re not in the room mentally then you need to work out why and perhaps even call them out on it.
“When you’re a first class noticer, you’re absorbed where the other person is, where they’re coming from” – Mark Goulston
Mark then shares his ideas on ‘leaning into crazy’. That is when someone is being unusual you should notice it and ask them why they’re behaving that way so you can better understand their perspective.
“When you’re speaking with people, notice hyperbole” – Mark Goulston
The show is wrapped up with Mark describing the step by step process of how to get to the bottom of someone’s discomfort in the moment and how this relates to the masculine VS feminine energies we all have a mix of.
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Guest info:
Mark Goulston, M.D. is a business advisor, consultant, speaker, trainer, coach and confidante to CEOs and Board Chairman. As a result of his rich and diverse background and experiences, Dr. Goulston increases people’s ability to get through to anyone.
He is a FBI and police hostage negotiation trainer, fellow of the American Psychiatric Association and his book “Just Listen,” became the top book on listening in the world and top book at Amacom books for five years.
Show notes:
BOOK: Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
BOOK: Talking to Crazy: How to Deal with the Irrational and Impossible People in Your Life
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