We are rejoined by Martin John, an experienced procurement trainer and negotiation expert, as he shares his deep insights into the art of ethical persuasion.

We discuss the fine line between guiding decisions and manipulation, highlighting the power of authority and knowledge in sales.

Martin, a founding member of the Cialdini Institute, explains how to ethically use Dr. Robert Cialdini's principles in sales, marketing, HR, and procurement.

Listen in as we discuss the importance of building genuine connections and credibility in professional settings.

Our conversation highlights the critical role of ethics in influence and persuasion, and the need for true expertise over superficial tactics.

We also cover the latest addition to Cialdini's principles, 'Unity,' and its impact on community building, as well as its potential for misuse.

We also turn to the practical application of ethical influence in B2B sales and networking.

Discover how emotional intelligence and trust-building can lead to sales success, and why business decisions are often driven by emotions rather than pure logic.

Whether you want to improve your sales approach or understand ethical persuasion better, this episode offers actionable strategies and thought-provoking discussions.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Power of Ethical Influence in Sales

Ethical influence principles in sales, marketing, HR, and procurement, with emphasis on authority and a three-point test for ethical persuasion.

(0:11:42) - Ethical Influence Techniques and Unity

Nature's influence and persuasion in professional settings, ethical implications of feigning expertise, and the role of 'Unity' in persuasion.

(0:27:10) - Building Rapport in B2B Sales

Leveraging emotions, building trust, and using storytelling and personalisation can enhance B2B sales success.

Follow Martin

LinkedIn: https://www.linkedin.com/in/martin-john-0a53262/

Website: https://www.martinjohn-training.com/

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https://linktr.ee/fredcopestake

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https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ci4uU5CxOd0