This is episode 442. Read the complete transcription on the Sales Game Changers Podcast website. Brian’s TIP: “When we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it’s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone’s decision and we withhold it, we’re 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’s no real scarcity for your product or service, don’t 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, “Good for you, good for me. Then we’re good to go.” If we can hit all three of those criteria, we can look ourselves in the mirror and say, “You know what? I’m dealing with people in an upright, ethical manner.”