In this episode of Culture From the Heart Podcast, hosts Larry Levine and Darrell Amy are joined by Dr. Christopher Phelps, CEO of the Cialdini Institute, about developing a heart-centered business culture through co-creation and ethical influence. Dr. Phelps emphasizes the importance of giving employees choice and involving them in the process to foster commitment and unity. He shares practical advice on using unitizing language, asking for advice instead of opinions, and making public commitments to enhance employee engagement and efficiency. The discussion also delves into the significance of understanding the root causes behind 'no' responses, maintaining ethical standards, and simplifying communication to create a cohesive and high-performing work environment. KEY TAKEAWAYS Co-creation builds commitment and unity in company culture. True persuasion is about giving people choice and agency. Use “we” language to foster togetherness and shared purpose. Public commitments increase accountability and follow-through. Effective communication is about both what you say and the order you say it. Understanding the root causes of “no” is essential for influence. Simplicity and clarity in core values help reinforce culture. QUOTES “A culture of the heart is enveloping persuasion and co-creating as many things as possible with people.” “Divided we fall, united we stand.” “Automatically asking for somebody’s advice forces them to put themselves into your position, into your shoes.” “Just because you know how to persuade and influence, should you?” “The more things you have to focus on, the less likely you are to focus on any of them.” “When everybody knows you said you were going to do something and we’re going to meet back to talk about it, that accountability piece—that’s a powerful commitment.” “You can’t influence those to say yes unless you truly understand the root causes behind no.” SPECIAL OFFER FOR CULTURE FROM THE HEART LISTENERS Use the code CULTURE (all caps) at checkout to save $500 on any ticket experience listed. As an added bonus, your registration also includes the option to bring one guest at no additional cost. This can be a colleague, business partner, team member, or even a young adult in your life (ages 18–25) who would benefit from the experience. https://cialdini.com/decevent Once your ticket purchase is completed, Dr. Phelps’ team will personally reach out to welcome you and confirm the details of the guest you'd like to bring. Learn more about Darrell and Larry. Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/ Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/ Connect and learn more from Dr. Christopher Phelps. https://www.linkedin.com/in/dr-christopher-phelps-2b48b718/ Ready to begin realizing the full potential of your sales team? Hire Great Salespeople with Confidence. SCHEDULE YOUR EXECUTIVE BRIEFING. https://sellingfromtheheart.net/hiring Unlock The Power of Team Growth with Learnit’s Live Training Platform. CLAIM your 45-day trial of unlimited training now! https://www.learnit.com/lp/culture Stop gambling on interviews. Combine analytics with a sales recruiting system to screen out non-performers so you only interview candidates that can become great salespeople. https://hiringguide.salesindex.ai/
