Dr Mark Goulston: Sell More With Empathic Listening

Dr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to any salesperson or sales manager's repertoire. We discuss authenticity, empathy, the power of really listening to drive up your sales, get the best out of yourself and your salespeople, to sell past no. He introduces the concept of Return on Empathy for those who want to learn how to turn soft skills into measurable returns. Mark introduces you to a range of powerful listening skills that will help you achieve more in business and in life and we discuss the parallels between what he teaches and what we teach in Sandler. I have been hoping to get Mark on to my show for many years and when I finally took the plunge and launched the podcast he was the first person I invited as my guest. I am so glad he agreed once his diary became free. It's a cracking interview with some outstanding insights that anyone can apply. Listen, Take notes. Please comment and share. I'd love to hear your stories of how you have used some of the approaches and the philosophy Mark teaches in your work and life. If you'd like to get in touch with Mark or for me to pass on your feedback please email me at [email protected] and I will pass them on to him Thank you for listening and for all your ongoing support If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi   And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by folowing the hashtag #ProCustomer