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

• www.ScoutRFP.com/negotiation (sponsor)
• Scott Tillema episode of Negotiations Ninja
• BOOK: Give and Take by Adam Grant
• BOOK: The Go Giver by Bob Burg
• Robert Cidaldini's book "Influence"
• BOOK: Pre-suasion by Robert Chialdini
• Chialdini's 6 Principles of Influence video

Connect with Shane Martin

• Shanes website: https://www.shaneraymartin.com/
• Follow Shane on LinkedIn

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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