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Episode 104  |  34:36 min

Influencing Skills Of A Suicide Hotline Volunteer And Sales Professional

Episode 104  |  34:36 min  |  10.07.2019

Influencing Skills Of A Suicide Hotline Volunteer And Sales Professional

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This is a podcast episode titled, Influencing Skills Of A Suicide Hotline Volunteer And Sales Professional. The summary for this episode is: <p><span style="font-weight: 400;">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.</span></p> <p><span style="font-weight: 400;">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.</span></p> <h2><span style="font-weight: 400;">Outline of This Episode</span></h2> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">[0:35] Meet our guest and a fan of the show, Shane Ray Martin</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[1:25] Why it’s important not only to listen but to apply what you learn from episodes</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[3:02] Shane’s motivation for volunteering at a suicide hotline</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[5:48] The right questions to get to the real issues behind the conversation</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[8:25] Teaching causes people to drop their guard</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[12:16] The six steps used by Shane’s volunteering with the suicide hotline</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[17:55] The pitfalls Shane sees salespeople make in negotiations</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[24:38] Cialdini's 6 principles of influence</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">[27:30] The power of social proof in negotiations and influence</span></li> </ul> <h2><span style="font-weight: 400;">Resources & People Mentioned</span></h2> <ul> <li style="font-weight: 400;"><a href= "http://www.scoutrfp.com/negotiation"><span style= "font-weight: 400;">www.ScoutRFP.com/negotiation</span></a><span style="font-weight: 400;">  (sponsor)</span></li> <li style="font-weight: 400;"><a href= "http://www.negotiations.ninja/podcast/controlling-a-crisis/"><span style="font-weight: 400;"> Scott Tillema episode</span></a> <span style="font-weight: 400;">of Negotiations Ninja</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">BOOK:</span> <a href= "https://www.amazon.com/Give-Take-Helping-Others-Success/dp/0143124986"> <span style="font-weight: 400;">Give and Take</span></a> <span style="font-weight: 400;">by Adam Grant</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">BOOK:</span> <a href= "https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288"> <span style="font-weight: 400;">The Go Giver</span></a> <span style="font-weight: 400;">by Bob Burg</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Robert Cidaldini’s book “</span><a href= "https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X"><span style="font-weight: 400;">Influence</span></a><span style="font-weight: 400;">”</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">BOOK:</span> <a href= "https://www.amazon.com/Pre-Suasion-Revolutionary-Way-Influence-Persuade-ebook/dp/B01C36E2YS"> <span style="font-weight: 400;">Pre-suasion</span></a> <span style= "font-weight: 400;">by Robert Chialdini</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Chialdini’s</span> <a href= "https://www.youtube.com/watch?v=_4ZcStMsss8"><span style= "font-weight: 400;">6 Principles of Influence video</span></a></li> </ul> <h2><span style="font-weight: 400;">Connect with Shane Martin</span></h2> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">Shanes website:</span> <a href= "https://www.shaneraymartin.com/"><span style= "font-weight: 400;">https://www.shaneraymartin.com/</span></a><span style="font-weight: 400;"> </span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Follow Shane</span> <a href= "https://www.linkedin.com/in/shaneraymartin/"><span style= "font-weight: 400;">on LinkedIn</span></a></li> </ul> <h2><span style="font-weight: 400;">Connect With Mark</span></h2> <ul> <li style="font-weight: 400;"><span style= "font-weight: 400;">Follow Negotiations Ninja on Twitter:</span> <a href="https://twitter.com/NegotiationPod"><span style= "font-weight: 400;">@NegotiationPod</span></a></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Connect with Mark</span> <a href= "https://www.linkedin.com/in/markraffan/"><span style= "font-weight: 400;">on LinkedIn</span></a></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Follow Negotiations Ninja</span> <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast"><span style="font-weight: 400;"> on LinkedIn</span></a></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Connect on Instagram:</span> <a href= "https://www.instagram.com/negotiationpod/"><span style= "font-weight: 400;">@NegotiationPod</span></a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924"><strong>Subscribe to Negotiations Ninja</strong></a></p>

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

Connect with Shane Martin

Connect With Mark

Subscribe to Negotiations Ninja

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