Quote: “Salespeople, you’re constantly asking people to share sensitive information under vulnerable circumstances and in the face of consequences.” – Michael Reddington
In this enriching episode of Selling in the Age of AI, Frank Somma brings back Michael Reddington, certified forensic interviewer and author of The Discipline Listening Method. Mike dives into the power of curiosity, emotional discipline, and outcome-focused listening in sales. Drawing from his global experience, he shows how strategic observation and persuasive communication reveal hidden truths and deepen trust in high-stakes business conversations.
Episode SummaryKey Topics & Insights:
Outcome‑Focused Listening: Prioritizing the end goal helps silence internal monologue and keeps conversations on track.
Curiosity & Cognitive Discipline: Train your brain to stay curious—not judgmental—and limit distractions in high‑impact dialogues.
Empathy with Limits: Approaching opposing perspectives without personal judgment enables deeper rapport and disclosure.
Curating the Experience: Allow the other person to feel in control early in interaction to reduce resistance and foster openness.
Pause Between Thought & Speech: That brief moment defines your response—don’t say the first thought in your head.
Using Circumstances to Build Safety: Framing questions around external situations helps others save face and share more freely.
Rapport Built Throughout the Conversation: Rapport isn’t a checkbox; it’s earned via thoughtful listening and relevance—not forced small talk.
Preparation Wins: Even minimal research (like noting someone’s town or hobby) can unlock rapport mid-conversation—then segue into business naturally.
AI as Prep, Not Replacement: Mike champions tools like ChatGPT to gather context before meetings—but warns against superficial CRM routines that feel robotic.
Listening for Intelligence, Not Just Info: Gather deeper insights from tone, language patterns, and emotional subtext to inform strategy.
Mistakes as Anchors: Repeated failures often indicate where improvement is possible—take control and refine your approach.
Connect with Michael Reddington:
https://michaelreddington.com/
https://www.linkedin.com/in/michaelreddingtoncfi/
https://www.youtube.com/channel/UCZIuyOtgaOVZp8sQaCh6XgA
Connect with Frank Somma:
https://www.linkedin.com/in/fsomma/
https://www.instagram.com/franksomma/
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