In this episode, we immerse ourselves in the world of investigative interviewing and the critical nuances of building rapport and gathering evidence with James Harris. From a firm handshake to the strategic use of evidence, we dissect the elements that shape successful investigations and conversations.

By listening in, we uncover the key principles of empathy, ethical questioning, and the investigative mindset that can transform how we approach conversations and interviews. Join us in discovering the art of communication that transcends boundaries and fosters understanding in every interaction.

Timestamps:

• (00:00) Introducing James Harris.
• (05:09) "Professional curiosity and ABCs of investigation"
• (14:07) Professional curiosity fosters active, open-minded listening.
• (18:03) Wide range of questioning impacts communication significantly.
• (25:41) Encourage story-telling and avoid leading questions.
• (29:56) Cost benefit analysis of telling the truth.
• (35:36) Interviews are recorded, but biases may exist.
• (40:59) Seeking admissions with strong evidence during interviews.
• (47:35) Active listening builds rapport and trust quickly.
• (49:09) Shaking hands as a form of interaction.
• (57:11) Investigating from an omniscient perspective, overcoming initial resistance.
• (58:50) Strict laws protect vulnerable witnesses during interviews.
• (01:07:21) Visit certifiedinterviewer.com for training and resources.

Links and Resources:

• James Harris | LinkedIn

Sponsor Links:

• InQuasive: http://www.inquasive.com/
• Humintell: Body Language - Reading People - Humintell
• Enter Code INQUASIVE25 for 25% discount on your online training purchase.
• International Association of Interviewers: Home (certifiedinterviewer.com)

Podcast Production Services by EveryWord Media

In this episode, we explore the critical role confidence plays in successful negotiations with expert guest Mike Inman. We discuss the importance of having a backup plan, conducting thorough research, and adapting to different negotiation strategies. From business deals to everyday interactions, we uncover valuable insights that can maximize our negotiation skills and build stronger relationships. Join us in discovering how to harness these tools for more confident and effective negotiations in both our personal and professional lives in this enlightening episode.

Timestamps:

• (00:00) Introducing Mike Inman.
• (06:49) Negotiating value in deals, emphasizing top service.
• (13:57) Comp plans based on margin drive sales.
• (20:22) Understanding, applying, and being authentic with tools.
• (23:18) Differentiate by talking differently, not bragging.
• (27:48) Discussing buyer and seller perspectives in negotiations.
• (34:04) Negotiators' self-image impacts the process outcome.
• (40:51) Bob Nelson gives persuasive speech, mentions 6 Sigma.
• (44:52) Respect in leadership resonated with ex-baseball player.
• (49:28) Tense exchange leads to strategic marketing threat.
• (54:03) Confidence is key in negotiation for success.
• (01:02:09) Learn about the International Association of Interviewers.

Links and Resources:

• Mike Inman | LinkedIn
• Business Negotiation Training: 5 Star Endorsed, Immediate ROI

Sponsor Links:

• InQuasive: http://www.inquasive.com/
• Humintell: Body Language - Reading People - Humintell
• Enter Code INQUASIVE25 for 25% discount on your online training purchase.
• International Association of Interviewers: Home (certifiedinterviewer.com)

Podcast Production Services by EveryWord Media

In this episode, we sit down with Al Jones, a seasoned vice president of sales, to delve deep into the art of leadership and mastering sales techniques in today's challenging environments. We explore the crucial role of personal improvement, effective rejection handling, and the necessity of leading by example to inspire and elevate sales teams. From personal anecdotes about fostering potential in new hires to discussing the importance of resilience in the face of refusal, we uncover practical strategies that ensure long-lasting success in sales and leadership. Join us as we reveal the keys to becoming not just a successful salesperson but a remarkable leader.

Timestamps:

• (00:00) Introducing Al Jones.
• (07:01) Motivate others by connecting with their values.
• (12:30) Sales leadership faces challenge in motivating execution.
• (20:55) Leading by example, sharing life and work.
• (26:02) Some feel unimportant, fear failure, lack motivation.
• (27:49) Sales leadership is about resilience and action.
• (32:22) Learning from rejection leads to future success.
• (40:00) Challenges in transitioning sales to new products.
• (47:05) Recognize goals, competition, and potential in sales.
• (48:45) Son shows natural athletic talent during wrestling.
• (55:35) Wishing to remember and apply what's learned.
• (01:04:00) Learn about upcoming events and training programs.
• (01:05:04) Seeking feedback for show and expressing gratitude.

Links and Resources:

• Albert Jones | LinkedIn

Sponsor Links:

• InQuasive: http://www.inquasive.com/
• Humintell: Body Language - Reading People - Humintell
• Enter Code INQUASIVE25 for 25% discount on your online training purchase.
• International Association of Interviewers: Home (certifiedinterviewer.com)

Podcast Production Services by EveryWord Media