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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Dr Mark Goulston: Sell More With Empathic Listening
Description: 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 f...