Jun 17, 2020
Brian Ahearn specializes in applying the science of
influence and persuasion in everyday situations, and authored the
LinkedIn course Persuasive Selling and has been cited in The small BIG, Yes! 50 Scientifically Proven Ways to Be
Persuasive, and
Introducing Persuasion: A
Practical Guide. Brian
believes the ability to connect with someone is everywhere, it just
takes a conversation and an intense curiosity to find
commonalities.
Key Takeaways
[2:45] Brian trained under Dr.
Robert Cialdini. Dr. Cialdini loves to research and experiment with
different theories. Brian, on the other hand, loves taking that
research and applying it right away.
[6:05] Leaders can use influence
for good (instead of manipulation) by being empathic and taking the
time to truly know the person working for them. When you have
people’s best interests at heart, it’s easy to get good work
done.
[10:50] Salespeople who
understand technology and know how to build a connection virtually
are really going to thrive in this new environment. Understanding
the technology you’re working with right now is critical when you
can’t shake someone’s hand.
[13:25] The biggest mistake that
Brian sees in coaching is when companies do not give coaches the
correct space or training for them to excel in their company
environment.
[14:55] Coaches shouldn’t be
‘telling’ people what to do. They should be asking the right
questions and getting the mentee to act on their own.
[17:30] A good salesperson asks
questions, allows the customer to talk, and when they’re listening,
they start to understand the customer’s needs and buying type. The
same applies to coaching.
[20:40] People right now are
finding out how strong their customer relations really are because
they have to connect differently than before.
[22:20] During this time, it’s
important to show genuine concern for people! Sometimes just
reaching out to check in and see how they’re doing, is all you need
to do.
[24:20] The more we find we have
in common, the more we naturally like that person.
[31:00] It’s up to you to
emotionally start connecting with people. Look for everything you
can find about a person that the two of you have in common. 31:00]
It’s up to you to emotionally start connecting with people. Look
for everything you can find that you have in common with this new
person or acquaintance.
[32:55] A lot of good things are
coming out of quarantine. People from all over are using Zoom to
connect with old friends.
[36:20] People are more
motivated by what they might lose than what they might
gain.
[39:15] You need to trust that
when you have people’s best interests at heart, that they will
respond positively to that. It all starts with you and the choices
that you make.
[42:30] There’s something good
in everybody and if you can find it, even the most difficult people
will become someone you could enjoy working with.
Quotable Quotes
- “If I
ask the right questions and help you come up with a solution, you will be much more
committed to that solution because you came up with
it.”
- “It’s
easy for us to say yes to people we know and like.”
- “Go
in with a mindset of how can I come to like them.”
Resources Mentioned
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