How To Get Through To ANYONE (Advice From A FBI Hostage Negotiator) With Dr. Mark Goulston

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.









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.




Partner: SPARTA

Motivating salespeople is hard, Sparta makes it easy. Sparta is an end-to-end sales performance solution that helps you coach, train and drive your team into higher performance via competitions, personalised coaching and goal-setting.

To secure the success of your sales team, visit Salesman.Red/Sparta to get started today.






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



ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.


Table of contents
Get your free book today:
Selling Made Simple
Find and close more sales, like clockwork, without resorting to old school sales tactics.
100% Free sales skill quiz:
Do you have the 15 traits of high performing sellers?
Learn your strengths and weaknesses in an instant. Don't get left behind.
illustration-web-4 1
Do you have the 15 traits of high performing sales people?
Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind.