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Mark Goulston Podcasts

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64 of The Best Podcast Episodes for Mark Goulston. A collection of podcasts episodes with or about Mark Goulston, often where they are interviewed.

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64 of The Best Podcast Episodes for Mark Goulston. A collection of podcasts episodes with or about Mark Goulston, often where they are interviewed.

Updated daily with the latest episodes

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Are You Holding Yourself Hostage, Dr Mark Goulston

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http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com

  • Everyone is listening for something
    • Give it to them and they'll lean towards you
    • Different than listening to you
  • Red Zone Communication, i.e. immediately relevant
  • How to think like Elon Musk
  • How to think like Steve Jobs
    • What you want to create is "Whoa. Wow. Hmm. Yes!"
    • Whoa: I can't believe..."could you say that again?"
    • Wow: that's astonishing
    • Hmm: that's too good to not use.
    • Yes!: sold
    • How to create "gotta have it."
  • Your bottleneck to success is having to do anything through people because people are messy
  • Execution is the key
  • People are afraid
  • Identify, stop, or get away from evil as soon as you see it
  • We're flawed humans
  • Buyers lie. Sellers lie. Why? We're all afraid. Why are we afraid?
  • Spoke in Moscow with Nobel Prize winner
  • Leading through change vs. leading through fear
  • It's tough to learn when you're afraid
  • Our minds and focus constricts when we're afraid
  • Give our people a non-fail tactic or tool to get immediate results
  • Make them curious to learn more
  • "The FUD/Crud Technique"
    • Imagine you're in a tiff with someone
    • You can't tell them to "calm down"
    • Let them vent
    • Look at them
    • Pause when they are done
    • Say, "hmmm"
    • "You seem frustrated and I think you're holding back." "I think you're frustrated, upset, and disappointed."
    • Peel those layers of the onion
    • "Give me an example." Don't get defensive.
    • Let them get things off their chest safely.
    • The upset point is the pivot.
    • They will calm down.
    • "What are you disappointed about?" "I can understand that, too."
    • "Let's discuss what we need to do so we don't have to go through this again."
  • FUD/CRUD in sales when you're getting push back
    • "Can I run something by you? It seems like things aren't going as well as we had hoped."
    • "When people think of sales, they think people are trying to pull something over on them. Where did we go sideways?"
Everyone is listening for something."
  • The title of his talk in Russia was "One One One Six"
    • What's the least you can say that will make people say "What's that? Tell me more!"
    • Buyers are listening for one one one six.
    • "May I make an observation? I think what you're listening for is one one one six."
    • "Will you regret saying yes one day, one week, one month from now?"
    • "You're also listening for if you're regret saying no one day, one week, one month from now."
    • "You might also regret saying no if your competitor buys from us and they lap you because of this."
    • "The six is if you say yes to the wrong thing and your boss comes to you six months later and shares the pain with you."
    • "You're also hoping the boss shares the success six months later."
    • "Can you fill me in on this? What does this look like to make you a star six months from now?"
  • "May I share an observation with you? You and I have much more in common than we do with your CEO? Your CEO has a cushion. We're judged much more harshly. I will not sell you anything that gets you into trouble."
  • Four keys to sales success
    • Go for a great outcome for both
    • Be aware of your own blind spots
    • Go from your here to their there, i.e. let go of your agenda
    • After you've given enough, give more, i.e. over-deliver
  • What is surgical empathy? Chris Voss talks about tactical empathy but he has an issue with that. You start to cry when you're not in hell alone, which helps you relax, which helps you think.
  • Men in business are emotionally shy
    • They'll feel transactional vs. feeling like you care
    • They feel like things could go out of control at any time
  • How to make cold calls successfully
  • Everyone is so tense so get them to laugh
  • How to use a pattern interrupt in cold calling
  • How to disarm people via "Talking to Crazy"
  • "Do you ever have one of those days and everything blows up in your face and you're hoping someone calls to put you out of your misery? Are you that guy?"
  • Don't beat yourself up. Get started and get good.
  • CEO of Kaiser Permanente said you have to forgive yourself when you get things wrong. If you don't, you won't take risks.
  • More on surgical empathy...
    • With suicidal patients they've heard people try to convince them too often
    • "At its absolute worst, how bad does it get inside you?" "You don't want to know." "You're probably right, but if someone other than you doesn't know how bad it is in there, you're going to go off the deep end." "I'm already there, pull up a chair."
    • In sales...
    • "May I make an observation? You've been burned before, haven't you? You've been disappointed...You're like all of us. They were tough to bounce back from. Now you question yourself. 'What was I thinking?' You may not even be aware of it."
    • The prospect is asking questions that don't fit. They're having a flashback they're not aware of.
    • "I'm not here to have you go through that again."
  • "Take it all the way to no" from "Just Listen: Discover the Secret to Getting Through to Absolutely Anyone"
    • Unless you get a no, you're giving away too much
    • "What question did I fail to ask, what problem did we fail to address, that would have made this answer different?"
    • The other person respects you when you are calm and gracious when you handle a "no" now
  • Why don't we delegate? We don't have confidence in them? Ask them "How would you solve this?"
  • The difference between delegating and abdicating.
  • How to get your prospects to ask "When can you start and how do you like to get paid?"
  • Great marketing makes selling easy. Great selling makes great marketing possible.

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

Use these resources to grow your sales:

Check out early episodes of The Sales Podcast:

Oct 01 2020 · 1hr 18mins
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Mark Goulston, My Wakeup Call

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This week on CUTalks we are talking to Dr Mark Goulston. Mark is an American trained psychiatrist, author of seven books including, "Just Listen" Discover the Secret to Getting Through to Absolutely Anyone, has contributed to Harvard Business Review, Business Insider, Fast Company and hosts the My Wakeup Call podcast. He is also the creator of the field of Surgical Empathy in which people learn to let go of their personal agenda, and instead go to where another person is coming from, and then reveal their most important, critical and urgent needs and desires and then serve those.
Sep 21 2020 · 47mins
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66: Mark Goulston - A New Approach to Healing and Trauma (Part 2)

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Dr. Mark Goulston is an executive coach, keynote speaker, author of seven books including “Just Listen” which became the top book on listening in the world. He hosts the My Wakeup Call podcast and is the founder of the field of Surgical Empathy, a process that helps people heal from PTSD.

This is part two of a two part conversation between Dr. Sirota and Dr. Goulston.

You can find Dr. Goulston online at...

@MarkGoulston on Twitter

@MarkGoulston on Instagram

@drmarkgoulston on Facebook

And at his website https://markgoulston.com/

Make sure to check out his podcast My Wakeup Call with Dr. Mark Goulston

Aug 27 2020 · 26mins
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Episode 214: Mark Goulston – Just Listen

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What are you listening for? Dr. Mark Goulston, a UCLA professor of psychiatry, former FBI and hostage negotiation trainer, and author of multiple books including…

The post Episode 214: Mark Goulston - Just Listen first appeared on Bregman Partners.

Aug 24 2020 · 39mins
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194: How to Deal with Difficult People and Difficult Times with Mark Goulston on the TalentGrow Show with Halelly Azulay

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We all know at least one person who knows just how to push our buttons. Staying poised and not ‘losing it’ in the face of difficult people -- and difficult times -- is an especially important skill for leaders to cultivate. On this episode of The TalentGrow Show, Halelly chats with author and former FBI and police hostage negotiation trainer Dr. Mark Goulston about how to improve your outcomes dealing with difficult people and what it takes to be a strong leader during difficult times. Mark shares a dramatic courthouse story from when he served as an advisor to the prosecution on the O.J. Simpson trial, and draws valuable lessons from it that you can take with you to the workplace. Plus, discover the one thing people look for from leaders during times of crisis or uncertainty. Tune in and be sure to share this episode with others!

Shownotes: http://www.talentgrow.com/podcast/episode194

Apple Podcasts: http://apple.co/1NiWyZo

Stitcher: http://www.stitcher.com/s?fid=62847&refid=stpr

Google Play Music: Google Play Music: https://play.google.com/music/listen#/ps/Ijwlgz7lklnxqnfzjna7gcr65be 

iHeartRadio Podcasts: http://www.iheart.com/show/263-The-TalentGrow-Show-Gr/

Soundcloud:   https://soundcloud.com/talentgrowshow

Spotify: http://spoti.fi/2CpgIk1 

TuneIn: http://tun.in/pjuHL

Download the free guide: 10 Mistakes Leaders Make and How to Avoid Them http://www.talentgrow.com/10mistakes

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Aug 18 2020 · 31mins
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A Wake Up Call With Mark Goulston

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Originally a UCLA professor of psychiatry for over 25 years, and a former FBI and police hostage negotiation trainer, Dr. Mark Goulston’s expertise has been forged and proven in the crucible of real-life, high stakes situations. An influencer who helps influencers become more influential, his unique background has made him an indispensible and sought after resource and change facilitator to Fortune 500 leaders, entrepreneurs and educators across the nation. He lives with his wife in Los Angeles, California. Tune in to his podcast episodes.

Jul 31 2020 · 22mins
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Powerful, Practical, Real Influence – Dr. Mark Goulston

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Everyone things they are right.  It is there way or the wrong way.  And we cannot disagree any longer, you have to be on one side or the other.  So what do we do?  We try to influence people by telling them how misguided they are, how wrong they are, we shame them, guilt them, we call them names, we label them, we put them in categories, and if they still continue in their ways we shun them publicly on social media.  And we think by doing all of this that we are influencing people. The fact is we have not influenced anyone.  We have not won anyone over, in fact we have drawn the line.  Instead, we feel safely tucked with our "we agree with you friends" who are cheering you on making you further believe that what you are doing is the "right" thing.  But in reality it only separates us further.
In this episode of A New Direction world famous psychiatrist Dr. Mark Goulston joins the show and practically and powerfully demonstrates with me how "Real Influence" works.  He demonstrates to you that it is possible to completely get someone to remove their own anger and frustration and get them to help you accomplish the tasks that are the best for everyone.  The book, "Real Influence" is powerful in it's own right.  It truly focuses on helping you get of "How do I get someone to do...?"  To "I need your help to ".  Dr. Goulston demonstrates how to move us from "our here' to "their there"...and once you see and feel the power of it, you will become a true...no...a Real Influencer.
Please thank our sponsors for their financial and vocal support of A New Direction:

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Jul 22 2020 · 59mins
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Dr Mark Goulston, How to Gain Real Influence by Listening with a Beginner's Mind - InnovaBuzz 305

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In this episode, I’m really excited to have as my guest, Dr Mark Goulston, author of the books, Get Out of Your Own Way, Just Listen, Talking to Crazy among others, and host of the My Wakeup Call podcast.

Mark was a UCLA professor of Psychiatry for over 25 years and a former FBI and police hostage negotiation trainer. He's been a change facilitator to Fortune 500 leaders, entrepreneurs, and educators. He's an influencer who helps other influencers become more influential.  Mark has contributed to Harvard Business Review, Business Insider, Huffington Post, Fast Company, Psychology Today, Working Nation and Thrive Global and appears widely in the media including CNN, Wall St. Journal, NY Times, Fortune, and Forbes.

In our discussion, Mark talked to me about:

  • Being a first-class "noticer" to really understand your audience and your clients
  • Focusing your attention on what the other person is listening for and
  • How to become compelling

Listen to the podcast to learn more.

Show Notes and Blog

The Podcasts

See omnystudio.com/listener for privacy information.

Jul 16 2020 · 1hr 14mins
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Guest Dr. Mark Goulston - On Anxiety & PTSD

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Guest and author of the worldwide best selling book Just Listen, Dr. Mark Goulston discusses the philosophy, psychology and resolution of anxiety and PTSD.
Jun 05 2020 · 1hr 11mins
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Dr. Mark Goulston

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Jennifer K. Hill speaks with best-selling author and psychiatrist, Dr. Mark Goulston, about how to find balance in the midst of COVID-19. Dr. Goulston speaks with Jennifer about the importance of oxytocin in connecting to true happiness and discusses the importance of mentorship. Dr. Goulston also emphasizes how helping another person personally or professionally can help to overcome depression during trying times.
markgoulston.com

Dr. Mark Goulston is a Board Certified Psychiatrist, consultant, coach, speaker, mentor and crisis interventionist. He is regarded as a thought leader in the area of communication, cooperation, collaboration and empathy with his book, "Just Listen" Discover the Secret to Getting Through to Absolutely Anyone, becoming the top book on listening in the world and a topic he speaks on globally. That topic included a six hour, one day, sole presenter training to managers of the Russian Federation in Moscow a few years ago.

Past or present companies and institutions, he has worked with or spoken to include: Harvard Business School, IBM, Mattel, Coca Cola, Toyota, Hyatt, Accenture, Ernst & Young, Sodexo, Goldman Sachs, Bank of America, Northern Trust, Northwest Mutual, YPO, UCLA, USC, University of Alabama, American Bar Association, NACD.

Including, "Just Listen," Dr. Goulston is the author of seven books.

His most recent book is Talking to Crazy: How to Deal with the Irrational and Impossible People in Your Life and was an Oprah.com featured book and an Audie Award 2016 Finalist.

He writes for Biz Journals, Harvard Business Review, Business Insider, Huffington Post, Fast Company and Psychology Today and appears widely in the media including CNN, Wall St. Journal, NY Times, Fortune and Forbes.
May 26 2020 · 55mins
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