Vicky and Joe continue their mini series on hostage negotiation tactics and dive into the subject of empathy! Last week, they covered some of the benefits of being a good listener, and this week you’ll learn how to turn your active listening skills into empathy by putting yourself in someone’s else’s shoes. Vicky even plays a song on this very subject from Joe South and The Believers!
Key Takeaways:
[3:45] Joe does a quick recap of the five stages of hostage negotiation.
[5:00] NYPD hostage negotiators are taught to spend 80% of their time listening and only 20% of their time talking.
[5:20] Joe spends about 50% of his time being a goldfish.
[8:35] If you want the hostage-taker to do what you want, he’s going to first have to like you.
[9:55] The point is, you need a little bit of empathy.
[10:15] Off topic: Vicky dropped her phone in the toilet...again.
[10:55] Vicky plays a song from Joe South and The Believers called Walk a Mile In my Shoes.
[12:35] If you listen to this song, it’s all about putting yourself in somebody else’s shoes for once and realizing you’re a dick!
[13:15] In order to effectively use empathy, you have to get in somebody’s head and in order to do that, you have to learn about them!
[15:40] So, what types of things tend to piss people off?
[16:40] What are Joe’s hot buttons? Pride in stupidity.
[17:25] Vicky hates when brands make the assumption that all women want pink things.
[18:10] Let vicky and Joe know what gets you heated up!
[19:00] Make a note of what annoys your potential customers, the more you know, the more power you will have in convincing them you’re the better option!
[20:55] You need to understand what your customers care about and that’s not always as easy as it seems.
[21:25] You don’t just have to understand your clients, you have to get to know them.
[22:15] Bad marketing focuses on the ‘I’m right, you're wrong’ aspect. Good marketing focuses on the customer’s pain and makes them the hero.
[24:00] Have a problem? Feel free to borrow Vicky’s brain.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Joe South and The Believers called Walk a Mile in My Shoes
In an unplanned and unorganized fashion, Vicky and Joe resume their conversation from last week about hostage negotiations. If you missed it, there are five stages to being an effective hostage negotiator. Vicky and Joe dive into the first stage, which is active listening. How can you be a good listener? Tune in to the show to find out more!
Key Takeaways:
[2:20] Vicky and Joe were at the pub Sunday night and…
[3:55] So, what’s the topic for today’s conversation? Hostage negotiations!
[4:35] Joe does a quick recap of the 5 stages to a successful hostage negotiation.
[7:35] Okay, Vicky is holding the chickens hostage, what should Joe do?
[8:35] If you’re dealing with a psycho chicken hostage-taker who needs eggs for cake, you now know what you have to do.
[8:45] How does this hostage situation apply to business?
[11:50] Another strategy hostage negotiators use is effective pauses within the conversation.
[14:05] Pointing at people is really aggressive. This is why they use the ‘Thumb of Power’.
[17:55] Mirroring is an important tactic. Repeat the last few words of what the customer said to let them know you’re listening.
[21:10] If something is not clear to you, be sure to clarify!
[24:50] Next week, Vicky and Joe will discuss the second stage to being a good hostage negotiator — the effective use of empathy!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Vicky and Joe are a bit sick this week, so bare with them! Vicky starts off the podcast with something she learned on The Cracked Podcast. Apparently, people who suffer from PTSD can find a bit of relief through a combination of going to therapy and taking MDMA. In the context of business, Vicky discusses FBI hostage negotiation techniques and how you can incorporate them into your marketing persuasion strategy.
Key Takeaways:
[1:00] Both Joe and Vicky are sick this week :(!
[1:55] Somebody emailed Vicky the other day, letting her know how much he loved the podcast and her book. Thank you!
[3:00] Vicky loves The Cracked Podcast right now.
[3:55] Vicky hates the way drugs are handled in the UK and in the Western world.
[4:25] The Cracked Podcast was talking about PTSD and why the cure for it is illegal.
[5:50] It was basically a podcast episode about psychedelics.
[8:55] According to the podcast, giving people MDMA while in therapy has helped with their PTSD.
[10:50] FYI, Vicky is not telling you to go take drugs.
[12:40] Let’s make a quick topic transition from drugs to hostage negotiation techniques.
[13:15] Everybody who runs a business is in the business to persuade.
[15:10] Stage 1 of your marketing persuasion strategy is to actively listen.
[16:30] How do you really ‘actively’ listen to someone?
[20:55] Stage 2 is to practice empathy.
[22:05] Stage 3 is rapport.
[22:20] Stage 4 is influence.
[22:50] Stage 5 is behavioral change.
[24:40] Vicky is having a photoshoot tomorrow.
[27:40] We need to look like who we are and we need professional photos to help represent that.
[28:15] Remember! Vicky’s event is on the 3rd and the 4th of November.
Mentioned in This Episode:
www.businessforsuperheroes.com
www.businessforsuperheroes.com/inner-circle
www.businessforsuperheroes.com/borrow-my-brain
www.businessforsuperheroes.com/events/who-are-you
Why The Best Treatment for PTSD May Be An Illegal Drug
Vicky is currently at a mastermind meeting in Ireland. Since Joe is back in England, Vicky sits down with her mentor, Jon McCulloch, to discuss premium pricing. The biggest problem that comes up at these mastermind meetings is that business owners are not charging enough, so how can they, and you, fix this problem? You’ll have to listen in for answers!
Key Takeaways:
[0:45] Vicky is in Ireland!
[1:00] The thing that comes up the most at Vicky’s mastermind group is that no one is charging enough.
[2:45] Jon shares an example of the times he’s charged too little.
[5:50] When selling a product you always want to emphasize to the client what they’re going to get out of it.
[7:00] Jon shares another story about a dentist and how the dentist sells his premium services.
[12:20] Why do businesses give discounts when the customer didn’t even ask for it?
[14:45] Don’t forget! Vicky’s event is on the 3rd and the 4th of November.
[15:30] What’s the easiest way to increase your prices?
[18:10] Don’t just settle on delivering a service, where you’re barely hitting your industry’s standard. Offer an out-of-the-box experience instead!
[21:55] You don’t have to double your prices overnight. Start by increasing your prices in increments.
[23:30] Stayed tuned for next week’s episode, featuring Joe!
[25:15] Email Jon and get a free book!
Mentioned in This Episode:
www.businessforsuperheroes.com
www.businessforsuperheroes.com/inner-circle
www.businessforsuperheroes.com/borrow-my-brain