Making Business Matter (MBM)

Auteur(s): Darren A. Smith
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  • Résumé

  • World’s Stickiest Learning: We are the soft skills training provider, partnering with clients that are frustrated by their people returning from training courses and then doing nothing differently. Our clients choose us because we achieve behavioural change through our unique training method, sticky learning ®.
    © Copyright Making Business Matter (MBM) Limited 2002-2023. All Rights Reserved.
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Développement commercial et entrepreneuriat Gestion et leadership Réussite Économie
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Épisodes
  • The Psychology of Persuasion | Expert Christopher

    The Psychology of Persuasion | Expert Christopher
    Jan 14 2025
    Master the Art of Persuasion With Expert Christopher Phelps, Us Ceo of Cialdini Institute Christopher Phelps and Darren Smith dive deep into the psychology of persuasion. Explore the powerful principles that can help anyone improve their persuasion skills. From understanding Robert Cialdini's six principles to actionable insights on how to apply persuasion in sales and business, this conversation is a must-watch for anyone looking to influence effectively and ethically. Click the image above to watch the video on YouTube You Can Read the Full Transcript Below: Darren A Smith: Welcome to the World Stickies Learning. I'm Darren Smith, and I'm here with Chris Phelps. Chris, how are you doing? Christopher Phelps: Very good, Darren. How you doing? Darren A Smith: Hey, I'm good. You've just managed to solve a problem for me where I've got a stream of light from my light and, and Chris was saying, we'll put a post-it note sort of here, and you've just cracked it. It's been a problem for two years. We're off to a great start. Darren A Smith: So in this podcast we are talking about persuasion, influence, those types of soft skills. I'd like to start with a question, which is why should we and the people listening and watching listen to you when we talk about persuasion? Christopher Phelps: Yeah, that's a great question. Um, so just to give you a little bit of my background, uh, I was very fortunate, uh, and unfortunate at the same time. So I'm a dentist, uh, by trade. Uh, grew multiple dental practices in Charlotte, North Carolina, where I live on the East coast. And, um, had made this bold move of selling two of my best offices, uh, to free up my partners to be happier elsewhere, as I like to say, and took over my two struggling practices, the worst ones, so I could get back to being me, right? Get back to doing it my way. And I felt like if, if, if I could put my, all my efforts into those two baskets, so to speak, that I could do more with those two offices than what I was being held back with, with the four, right? Darren A Smith: Okay. Christopher Phelps: And so when I did that and I made that move, I then realised maybe that wasn't so smart, because now you're stuck with not the ones that were making money, the ones that are costing you money. , uh, one of which was a brand new dental practice that was costing me 70,000 a month, us in expenses, but only taking in 35,000 a month in revenue. So you don't have to be a math expert to realise that's not a good check to write each month, right? So, but what it was was a powerful motivator for me to stop, uh, procrastinating on the problems of these practices or ignoring them, right? And, and deal with them. The problem was I just didn't know what the root cause of the problems were. Okay. And so your brain is funny in that sense. That's why it procrastinates, that's why it ignores the problems, because if it doesn't understand the root cause or doesn't feel like you have the capability to solve the problem, that's what it does to quote unquote protect you. Christopher Phelps: Right? Well, at this point, knew I had to do something and dig into it. And I was fortunate that a friend of mine invited me to a business seminar, and the keynote speaker was the, the godfather of influence himself, Dr. Robert c Cini. And, you know, Cini is a professor of emus, of Mark, uh, psychology and marketing at Arizona State University. Uh, he wrote the book, influence of Psychology of Persuasion over 40 years ago, and that's what he's built his name and research around is this whole idea. And after he, he gone on stage and talked about those six principles. There was one of them in particular that was like my aha moment that I was like, yeah, that principle right there, that one is the root cause of all of my problems in my practices. Okay? So I knew he was, was in, he was an authority, right? Christopher Phelps: This guy had the answer. So I sought him out and, uh,
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  • Darren Smith – Negotiation Skills Training Webinar for Kuwait

    Darren Smith – Negotiation Skills Training Webinar for Kuwait
    Dec 24 2024
    Mastering the Art of Negotiation: Strategies, Insights, and Real-World Solutions Explore the art of negotiation with a distinguished group of professionals in this Negotiation Skills Training Webinar - Kuwait. Today, we're joined by Darren A. Smith, a seasoned expert in negotiation strategies and the founder of the innovative Sticky Learning methodology. Darren will guide us through some of the most effective techniques for achieving success in high-stakes negotiations, drawing from his extensive experience. Also joining us are Suha Isaac SCV, a dynamic facilitator and partner in bringing this invaluable knowledge to Kuwait, where she has been instrumental in fostering leadership and strategic negotiation skills across various sectors. Suha will share insights into how negotiation principles can be applied in the unique context of Kuwait's culture, especially for leaders in banking, education, and investment. Additionally, we are joined by professionals like Farrah, Yousif, Hamad, and others, who will share their personal challenges and experiences with negotiation, providing real-world examples to enrich our discussion. This session promises to be interactive and insightful, offering practical strategies that can be applied immediately. Darren will dive into the sticky learning approach, demonstrating how repetitive learning over time leads to meaningful behavioural change and long-lasting negotiation skills. Click the image to watch the webinar on YouTube You Can Read the Full Kantar Market Share Transcript Below: Darren A Smith: Hello and welcome. Suha Isaac SCV: Yeah. Hello everyone? Yes. Hello, hammed. Hello, Farrah. Hello, Yusef. Yousif: Hello. Hello. Hello everyone. Suha Isaac SCV: Hi, hammed. Thank you for joining. Yousif: Thank you. Suha Isaac SCV: Yeah, we're just gonna wait couple of morning, couple of minutes until um, we have more people because they're joining. And we are gonna start in two minutes maybe, Darren. Darren A Smith: We'll just see who else attends and then we'll begin. Suha Isaac SCV: Okay, great. Suha Isaac SCV: And of course, I know it's very difficult for people to join after working hours unless they're really interested in having some insight and a new, uh, let's say a new view about, uh, any topics that will be discussed in these kind of webinars. And, uh, I assume some of the people, I, I assume they have their, uh, I think their, their, uh, kids, uh, going to exams in this period of the time. And many people, let's say busy with starting, uh, preparing for their Christmas leave. So we're, we we're hitting the ground before the 20th of December when everybody actually will be switched off. . Darren A Smith: Makes sense. Suha Isaac SCV: Good. Yeah. Good, good. So the, the mic is yours. Can, uh, Darren, when you want us to start? Darren A Smith: Okay. Well, let's, um, see if we've got a few more people coming. This will be a very interactive webinar, so if you would like to come on camera, and if you would like to join in, I'd love to see your faces and we can chat about what challenges you have and how I can help. Hi. Good. Suha Isaac SCV: Yeah, how you, Yousif: Hi, how are you? Darren A Smith: Hello. I'm good. Good. I'm good. Farrah. Hello? Uh, you are on mute just in case you Farah: . Oh, sorry. I just said hi. Hi. Uh, Darren A Smith: I did some lip reading and I think I guessed. Uh, let's see if Hamed will join us. Can we coax him out? Hamed, do you fancy join us? Okay. And we've got, uh, someone else coming in. Okay. So bear with us while we just grab the late comers. Um, if you could, um, grab a piece of paper and a pen, it would be great. Um, just be some questions. Farah: Okay. Suha Isaac SCV: Okay. I think we have, um, SIA Hussein, thank you for joining us. And I think he, you want to start? Darren A Smith: It's all right. We've got Hamed coming back, so I've just, uh, Suha Isaac SCV: Okay. Darren A Smith: Admitting, um,
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  • Derrick Chevalier – Negotiating the Rope-A-Dope | Expert Interview

    Derrick Chevalier – Negotiating the Rope-A-Dope | Expert Interview
    Sep 10 2024
    How Embracing Nervousness and Understanding Human Factors Can Transform Your Deals In this podcast with negotiation expert Derek Chevalier, we dive into the secrets of mastering negotiations and transforming your approach from amateur to pro. Discover how to leverage your own nervousness to your advantage with the surprising strategy of "rope-a-dope," and learn why understanding the human element in negotiations is crucial for success. With insights that go beyond mere tactics, Chevalier's advice reveals how to effectively manage complex negotiations, understand the hidden roles of all participants, and craft strategies that make you the master of your negotiation game. Ready to up your negotiation skills and walk away with better deals? Read on to uncover the key strategies that will give you the upper hand and turn every negotiation into a win. View this episode on YouTube by clicking the image below. Click the image to watch the podcast on YouTube You Can Read the Full Kantar Market Share Transcript Below: Darren A. Smith: Alright, alright. Welcome to the world stickies. Learning my name is Darren Smith and my guest is Derek Chevalier. Now Derek and I were just having a great conversation because I was saying how do you pronounce your surname? And you were telling me it's French and it means nice. Is this right? Wow. Derrick Chevalier: OK. Yes, yes, that's it's actually a title, right, a Chevalier or knight. Darren A. Smith: You said so much better than me. Derrick Chevalier: Ha ha ha. Darren A. Smith: And also we were discussing Smith and I was saying how boring it is and I love your surname. I love it, I love it. But let's get down to why we're here. Derek, you're an expert on negotiation. I'm going to ask you a question which will be a little bit tough, but I know you'll take it in the right way. Why should our listeners listen to you when I ask you questions about negotiation? Right. Have you been doing it a while? Derrick Chevalier: Ha. I've been doing it awhile and I think the benefits that can come from the experience that I have is that people can transform their interactions with other human beings. Darren A. Smith: Nice. Derrick Chevalier: It's a process that can be adapted to virtually any element or aspect of both personal and professional life, child rearing to business, yeah. Darren A. Smith: Yeah, yeah. I mean I always say in negotiation, I can negotiate with anyone. But my kids, you know, they just win. But you know, we both know that. Derrick Chevalier: Exactly. Darren A. Smith: Now I've got. Derrick Chevalier: The younger they are, the more true that is. Darren A. Smith: Oh, I want a lolly. I want a lolly. I want a. Oh, come on. You've worn me down. Have 4 lollies, alright? So you and I were talking about this a couple of weeks ago and I said well, let's ask the questions that people are asking on Google, which I've got here. And you said, yeah, you can answer those questions. So that's what we're going to do. We're going to ask you the questions that the folks are mostly asking on Google, like 10,000 hits a month, alright. Derrick Chevalier: OK. Sure. Darren A. Smith: So let's start with the first one. Nice easy one to get us going. What do you mean by negotiation, that's what the folks are asking. Derrick Chevalier: Sure. So it's a formal or informal process of either conflict resolution or problem resolution. Essentially. That's as simple as it is, you know, a process for resolving. Darren A. Smith: I like it. Derrick Chevalier: Either issues or questions or conflicts. Darren A. Smith: Alright, nice. Nice. Alright, nice and simple. For folks watching or listening to this show and they're thinking I can't negotiate. I don't like negotiating and I avoid it. Just a couple of thoughts for them before I move on to our second question. Derrick Chevalier: Right, sure. Quick disclaimer, everything that I'll talk about is based upon the proprietary ne...
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