Quote: "Use what's available now to enhance your ability to connect with other people." - Michael ReddingtonIn this episode of "Selling in the Age of AI," Frank Somma welcomes Michael Reddington, a certified forensic interviewer and expert in persuasive communication. Mike shares his insights on advanced listening skills, effective questioning techniques, and the psychological nuances of sales interactions. This episode provides a masterclass in human-to-human connection and offers strategies for building rapport, extracting information, and achieving desired outcomes in sales.Key Topics & Insights:Enhancing Sales Skills: How to use advanced communication techniques to elevate your sales game.The Fear of AI Replacement: Addressing concerns about AI replacing salespeople and emphasizing the importance of human connection.Differentiating Yourself: Strategies for salespeople to stand out and provide unique value in the age of AI.The Power of Preparation: The importance of knowing your stuff and preparing for conversations to stay focused.Outcome-Focused Conversations: How to guide conversations toward a desired outcome while maintaining rapport.The Art of Questioning: Techniques for asking effective questions that encourage open communication and information sharing.Building Rapport: Strategies for establishing trust and connection with clients.Understanding Human Psychology: The importance of considering emotions, needs, and motivations in sales interactions.Avoiding Neediness: How to project confidence and avoid appearing desperate, which can undermine credibility.The Importance of Patience: The value of listening attentively and allowing the conversation to unfold naturally.The Ethical Use of Influence: Discussing the nuances of manipulation and the ethical considerations in sales.Connect With Michael Reddington Below!https://www.inquasive.com/     https://www.michaelreddington.com/ https://www.disciplinedlistening.com/ https://www.amazon.com/Disciplined-Listening-Method-Interviewer-Conversation/dp/1954020198/ref=sr_1_1?dib=eyJ2IjoiMSJ9.x6vjGpqc3BzzfP5UxRPyeA.HorwAKZ1q11svmlVcOhHb1as6Jc_n7x68sPCtDXfPnA&dib_tag=se&keywords=the+disciplined+listening+method&qid=1743093590&sr=8-1 Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

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