Podcast appearances and mentions of dan seidman

Enjoy a fascinating discussion with Dan Seidman, the Managing Director of Reading Emotions. Our conversation illuminated the critical role that understanding and interpreting emotions plays in sales and business interactions. In this blog post, I'll share the valuable insights and lessons gleaned from our dialogue, which I believe can transform how professionals approach their work in sales, business, and human resources.

We have a great new jazz musical to share with you on the latest Whisper in the Wings from Stage Whisper. Joining us to talk about their new show, Fifth Avenue- A Jazz Musical Comedy, are Susan Crawford (book writer/co-lyricist) and Dan Seidman (composer/co-lyricist). We chatted about the origins of the show, the fascinating story being told, and heard some incredible memories from these two. So don't miss out on this great interview, and great show!Fifth Avenue- A Jazz Musical ComedyMonday Nights from January 8th- February 12th at 7pm@ Don't Tell MamaTickets and more information can be found at donttellmamanyc.comAnd be sure to follow our guests to stay up to date on all their upcoming projects and productions:fifthavenuemusical.com

Why is emotional context an important aspect of a story? A prospect needs to feel like they identify with a character in your story. If they're able to see themselves in the context of the story, it can deepen their investment in your conversation. So how do you craft stories that are compelling, where a buyer can feel emotionally invested? Dan Seidman shares his strategy in this episode of Sales Reinvented.  Outline of This Episode [1:01] Create emotional context for the buyer [2:35] Dan's two models for storytelling [5:10] What makes salespeople great storytellers? [6:28] Two books that Dan recommends [7:26] Dan's storytelling dos and don'ts [10:25] First impressions are everything [12:56] Dan's “confession sessions” Create emotional context for the buyer When you share a story, you create an emotional context for the buyer. But if you can get buyers to go into the story, it deepens their emotional investment in the conversation. Dan was on a ride-along with a BCBS sales rep. They were talking to an owner and he asked, “What if you don't switch insurance programs? What if you stay where you are?”  The owner got angry and said, “My son chipped a tooth in an accident and they haven't paid for it because the dentist recommended an orthopedist take care of his fractured jaw. The insurance company rejected the claim because it was a dentist that recommended an orthopedic procedure.” He emphasizes that they were switching no matter what. His story helped them understand the emotional context behind the buying decision.  Dan's two models for storytelling One model that Dan likes to use is “PET.” A story must be personal, emotional, and teachable. Another framework that's great for written communication is “PWS.” You have a problem, you worsen it, then you offer a solution.  Inside these two models, you want to create a role in the story that the buyer can identify with by building emotional context. When Dan trains people on storytelling, he shares a story about his daughter. In the scenario, his daughter is at McDonald's playing in the kids' area. A girl became quite upset because his daughter bumped her on the slide. The parents watched on the sideline to see what happened. The little girl spit in his daughter's face.  Dan then asks everyone in the audience, “What's your teaching moment from this story?” Everyone—based on the role they identify with—tells a different teaching moment. Someone might say he was a bad parent because he didn't intervene. Another person might say that the other parents were poor because they didn't make their daughter apologize. There are ways to get people to identify with the characters, which deepens the experience.  Dan's storytelling dos and don'ts Dan shares some savvy storytelling advice:  You need to make your stories sound like they're spontaneous so the conversation is a back-and-forth. Don't just fire it off like you have the story prepared.  Account for the professional and personal impact of the decision at hand. When you share a story, their professional and personal circumstances may impact their choice. If Dan is talking to a buyer and asks how their reputation and decision-making might impact their choices, they think about their role, who they get reviewed by, and where they want to be aligned when they make a decision.  Account for both the benefits people would obtain and the problems they would solve with your product or service. Most people have a problem-solving mentality or they're motivated by benefits/good things. You have to speak to both types. Make sure when you share stories that they're things you've had experience with or something you solidly believe in. You already have proof someone should buy from you because you can share reasons why other people said, “yes.” Tell them the consequences of success.  First impressions are everything Dan spoke with two salespeople who were on a sales call in Florida. It was a hot day. They had bought some slushies and sat in their car waiting for their appointment. One man looked over at his partner to see that his lips, teeth, and tongue were flaming red. He looked at himself in the mirror to see that his teeth were green.  They walked into the building and people laughed at them as they walked through the lobby because they looked like circus clowns. But they had to keep their appointment. They were led into the president's office, where they obviously weren't taken seriously.  First impressions are critical; they can kill your opportunity or create a great one. How do you bail yourself out of a mistake? You could use self-deprecating humor. Or, they could've brought in a Slurpee for the president of the company to mitigate the embarrassment.  Dan shares a hilarious bonus story in this episode—don't miss it.  Resources & People Mentioned 10 Simple Secrets of the World's Greatest Business Communicators Presentation Secrets of Steve Jobs Connect with Dan Seidman Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator. The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.

What if financial professionals could have access to information that has previously been unknown, like what others are thinking and feeling? Dan Seidman, Managing Director of Read Emotions, believes that reading hidden emotions is a behavioral science that can be applied to managing, coaching and business partnering. In this episode of AFP Conversations, Bryan Lapidus, FPAC, AFP’s Director of FP&A Practice, is joined by Seidman to discuss how recognizing the emotions others feel during critical meetings is key to increasing empathy and rapport. As finance engages with a variety of business partners with different agendas, priorities, and points of view, sustained success in this area requires the ability to build constructive relationships. Listen as Seidman explains how to apply these skills in the business arena – both in-person and online – to improve emotional intelligence. Seidman will be speaking at AFP FinNext 2021 Virtual for the session, “Read (Hidden) Emotions: The Science Behind a New Skill.” Click here to learn more about the event, taking place March 23 – 25.

Who doesn't love a good blooper story?  Everybody loves them, and our guest Dan Seidman is the world's foremost expert on sales bloopers.  The funny thing is, bloopers are always instructional.  There are always valuable lessons to be learned from someone else's embarrassing mistakes, and in this session, Dan shares stories from the field that help us all break through to our most important prospects far more effectively.

Listen to this interview to learn: The practical importance of creating an emotional context for the buying decision. How taking initiative with ASTD led to writing a much-needed book that helps both the sales industry as well as his career. The importance of attending to language in sales conversations and elsewhere. Top objections can be anticipated and prepared for to allow you to be more confident. Why top sales pros can predict the future. Dan Seidman talks with Bill Ringle about what top sales pros know and do differently.

Traditional sales techniques no longer work. You also can't create one script and expect it to have the same effect on everyone. If you want to influence the buyer, you must approach him the way he prefers to be approached. Listen as Dan Seidman, author of The Secret Language of Influence, explains how to determine what type of buyer you're dealing with and how to customize the conversation based on that.

When selling professional services, you're bound to make a mistake at some point in your career. The biggest mistake, however, is selecting or going after poor prospects, says Dan Seidman, sales coach and author of Sales Autopsy. Listen as Dan talks about how to find the perfect client, explains the importance of the "dairy queen", and shares some sales horror stories.

Dan Seidman of SalesAutopsy.com talks about how to improve sales skills through sales training.