179: How To Move Anyone From “No” To “Yes” With Dr. Mark Goulston

Mark Goulston is an ex FBI/police hostage negotiator and so if anyone can show us how to change someones mind it’s him.

He was also a UCLA professor of psychiatry for 25 years and so knows the science to back up his advice.

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(click the time stamp to jump directly to that point in the episode.)

  • [2:47] Show intro
  • [2:35] Interview starts
  • [3:26] The ethics of influence
  • [9:41] How to work out how committed a person is to their “no”
  • [12:03] Should we move slowly to influence?
  • [14:11] What’s going on in their subconscious?
  • [27:40] Is a connection worth more than anything else in business?
  • [36:41] Is it OK to sometimes go shallow or should we always ask deeper questions?
  • [45:06] Wrap up


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Resources mentioned:


BOOK: Just Listen: Discover the Secret to Getting Through to Absolutely Anyone



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Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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