Sell Like an Interrogator: The Disciplined Listening Method


March 7, 2017 3:35 pm - 4:50 pm

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Michael Reddington, CFI

Everybody sells – Certified Forensic Interviewers (CFI’s) sell the truth. It can be extremely difficult to build trust, demonstrate value and establish relationships when your counterpart feels you may have opposing interests. For, CFI’s these challenges are intensified by their subjects’ biases, stereotypes and fears of life changing consequences. Business development professionals often encounter similar levels of resistance as their potential clients become more educated, self-sufficient and have constant access to completive offers.

The Disciplined Listening Sales Method provides executives and business development professionals with the advantages they need to connect with their clients, uncover new alternatives, and influence agreements. The Disciplined Listening Method integrates the key components of four non-confrontational interview and interrogation techniques with current research and best practices to instill the skills necessary for business development professionals to use the truth to their advantage.

Successful leaders, negotiators, business developers and interrogators all benefit from the same two core abilities – vision and influence. Through a combination of lecture, interaction and videos of real interrogations this presentation will demonstrate how to harness these abilities and activate the truth. Attendees will learn to embrace their potential weaknesses to increase their ability to resonate with their clients.  They will learn and apply the four step process for creating strategic value by accurately evaluating the nuances of verbal and non-verbal communication. And they will also experience specific techniques to quickly establish trust, influence decisions and optimize objections while executing the preferred questioning techniques of Certified Forensic Interviewers.