Michael Reddington, CFI, is an expert at moving people from resistance to commitment.

In today’s episode of The Salesman Podcast, Michael shares how salespeople can use disciplined listening, forensic investigation, and even some integration tactics to communicate better in our sales meetings.

Resources:

Michael on LinkedIn

DisciplinedListening.com

@InQuasive

Transcript

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Michael Reddington:

The moral, legal, and ethical approach to all the conversations is critical. The legalities are more specific and more binding in the world of interview and interrogation than there are in sales. I mean, certainly there’s anti-trust laws and things you can and can’t do in sales, but it’s much more finite and critical more often than not in interrogation. So oftentimes to your point, when people hear the investigative background, they typically jump to reading behaviour and asking questions, like that must be where the synergies really are. It goes so much deeper than that. The first thing that we talked about is be patient and let the conversation come to you. Anytime we focus or prioritise time over quality, quality suffers. So the ticking clock is the enemy of empathy.

 

What is Forensic Investigation? · [01:24] 

 

Will Barron:

Hello sales nation. My name is Will Baron, and I’m the host of The Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have an absolute legend. We have Michael Reddington. You can find out more about him over at inquasive.com. On today’s episode, we’re getting into forensic investigation. What that means for you when you’re doing deals, how you get more out of your sales meetings, and a whole lot more. So let’s jump right into it. So today were getting into forensic investigation is going to help salespeople close more deals. So I feel there’s a in-depth conversation coming up here, Michael, but what is forensic investigation? Let’s start off from the very top of the pyramid here.

 

Michael Reddington:

Well, I appreciate you asking. And often when we get the question, what is forensic investigation, that stems back to the designation, which is certified forensic interviewer. And a certified forensic interviewer designation is a designation that we achieve much like an accountant would achieve their CPA or any other designation that’s out there that’s industry specific. So to the best of my current knowledge, the certified forensic interviewer designation is the highest available designation of expertise in the field of interview and interrogation. And one of the things that I’m most proud about is the diverse scope it applies to. So, it encompasses eight different texts or approaches to interview and interrogation. And really the goal is that anybody who passes the exam is to be considered as an elite expert in interview and interrogation. And as I jokingly like to say it, should be able to be dropped out of a helicopter into the middle of any conversation and conducting morally, legally and ethically successful interview or interrogation.

 

How Do Morals, Ethics, and Illegality Compare Between B2B Sales and a Typical Forensic Interview? · [02:40] 

 

Will Barron:

So, multiple questions already. But how does in B2B sales versus a typical forensic interview, I guess, for the police, CIA, whoever you’re working for, how does morals, ethics,