In episode 406 of the Construction Leadership Podcast, host Bradley Hartmann discusses leadership and persuasion techniques that can be applied in the construction industry. Hartmann shares a story about legendary track coach, Bill Bowerman, and how he persuaded his star athlete, Steve Prefontaine, to wear a new lightweight shoe design cobbled in the coach's garage. Bowerman focused on Prefontaine's desires to break records but also addressed his underlying beliefs about shoe safety. Using simple math, Bowerman quantified the potential weight savings of the new shoes and had Prefontaine physically experience carrying extra weight, changing his perspective in the process.    Hartmann then draws on construction-specific examples featuring GAF and an innovative flexible gas pipe described in the book, The Dollarization Discipline, by Jeffrey Fox and Richard Gregory. Hartmann emphasizes the importance of understanding desires, beliefs, and behaviors when trying to influence change.  

 

 

This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.

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