What’s the difference between getting someone to make a purchase, and getting someone to tell you the truth?
To the human brain…very little.
This one sounds out of left field, but stick with us. Michael Reddington made a career out of getting information from criminal suspects. Along the way, he discovered that the same kind of trust, honesty, and vulnerability required to elicit a confession has another application.
Turns out, it’s a heckuva sales strategy.
In this episode, Michael explains 5 principles of interrogation techniques that work just as well in sales. From a psychological standpoint, selling and interrogating are basically the same thing — a conversation that ends with the right decision.
InQuasive
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The $100 MBA Show