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This is episode 442.

Read the complete transcription on the Sales Game Changers Podcast website.

Brian\\u2019s TIP: \\u201cWhen we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it\\u2019s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone\\u2019s decision and we withhold it, we\\u2019re not being ethical. They will not look at us as an ethical influencer if they find that information out after the fact. The second thing is we only use the psychology that we find naturally in the situation. For example, if there\\u2019s no real scarcity for your product or service, don\\u2019t claim that there is. Then the third thing that we look to do is create situations that are good for both parties. I like to say, \\u201cGood for you, good for me. Then we\\u2019re good to go.\\u201d If we can hit all three of those criteria, we can look ourselves in the mirror and say, \\u201cYou know what? I\\u2019m dealing with people in an upright, ethical manner.\\u201d