Michael Reddington on Learning from a Consulting Sales Mistake: Insights from a Forensic Interviewer

<p>President of <a href="https://inquasive.com/">InQuasive, Inc.</a>,</p> <p><a href="https://markgraban.com/mistake192">Episode page with video, transcript, and more</a></p> <p>My guest for Episode #192 of the <a href="http://myfavoritemistakepodcast.com/">My Favorite Mistake</a> podcast is <a href="https://www.linkedin.com/in/michaelreddingtoncfi/">Michael Reddington</a>, an expert forensic interviewer and the President of <a href="https://inquasive.com/">InQuasive, Inc.</a>, which provides businesses and leaders with the tools they need to improve their leadership by activating the truth in all of their business interactions.</p> <p>In his new book, <a href="https://amzn.to/3F5MjKS"><em>The Disciplined Listening Method:&nbsp; How a Certified Forensic Interviewer Unlocks Hidden Value in Every Conversation</em></a> (Per Capita Publishing, March 2022), Michael details his innovative listening approach for anyone looking to improve their communication and relationship-building skills. Using his background in forensics and his understanding of human behavior through interrogation, Michael teaches businesses to use the truth to their advantage.</p> <p>In this episode, Michael tells his favorite mistake story about making assumptions about a client's readiness to work with him. Did “arrogance” lead to him not having a plan or a strategy? What did Michael learn and what did he start doing differently as a result?</p> <p>We also talk about questions and topics, including:</p> <ul> <li>Making assumptions — <a href="https://markgraban.com/mistake141">Ellen Patnaude episode 141</a></li> <li>Started out working in loss prevention — Identifying shoplifters and dishonest employees?</li> <li>How you introduce yourself… and how has that changed?</li> <li>What is a Certified Forensic Interviewer (CFI)?</li> <li>TV and movie investigations — realistic or cliched nonsense? – Hollywood and “24”?</li> <li>How do you approach getting people to share information about their mistakes (or crimes?) when it might not be in their in