Sessions and Events

2018 TMSA Logistics Marketing & Sales Conference

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Post-Conference Workshop: “Maximizing Growth Through Empathetic Based Listening”
Did you know that according to Forrester Research’s Buyer Insight study only 13% of customers believe salespeople demonstrate understanding of their business challenges? In this workshop, Eric Maddox will train you how to overcome this obstacle with Empathetic Listening. Maddox used this technique while serving as an interrogator in support of operation Iraqi Freedom where his actions were pivotal in achieving actionable intelligence from numerous detainees. During his time, Maddox created a unique methodology and technique for Empathetic Listening and used it to collect the intelligence which led to the exact location of Saddam Hussein – the Ace of Spades in the infamous Deck of Cards. This hands-on workshop will provide strategies for improved listening that will make you better at:

  • Building Trust. Each and every conversation holds the power to establish, strengthen or fracture trust. Empathetic listening will provide the keys to building trust.
  • Negotiating. By reaching a connection for collaboration more quickly, you will be able to determine the needs, context and “Best Alternative to a Negotiated Agreement” (BATNA) of your counterpart.
  • Influencing your Teams. Through trust and empathy, your teams will be more engaged with you and your ideas.
  • Accelerating Relationships. Whether in business or in your personal life, the ability to listen empathetically will deepen your understanding and compassion for more valuable relationships.

“The key to any negotiation or interrogation is to identify the needs of the individual sitting across the table. Only when I can sit in their position will I know their weaknesses, their vulnerabilities and their price.”
- Eric B. Maddox

Full Post-Conference Workshop Fee (includes breakfast): U.S. $185

About the Workshop Presenter: Upon graduating from Sapulpa High School in 1990, Eric attended the University of Oklahoma where, just months before graduating he made an appointment with an on campus recruiter and enlisted in the United States military. Four weeks after graduation, Maddox left for the U.S. Army as an infantry paratrooper for the 82nd Airborne Division where he became a jumpmaster and entered Ranger School. After spending three years as a paratrooper with a Ranger tab, he reenlisted as an interrogator and Chinese Mandarin linguist.

In 2003, three months after U.S. forces invaded Iraq, SSG Maddox received unexpected orders to report to the Baghdad International Airport. There he was assigned to a Delta Force Special Operations team in Tikrit. The team was a part of the Joint Special Operations Command (JSOC) responsible for tracking down the most wanted men in the world, or the infamous Deck of Cards. During his six month tour with this Delta Force team, he conducted over 300 interrogations and collected the intelligence which directly led to the capture of Saddam Hussein. For his accomplishments, Maddox was awarded the Legion of Merit, the National Intelligence Medal of Achievement, the Defense Intelligence Agency’s Director’s Award and the Bronze Star.

Following the capture of Saddam Hussein, Maddox was hired as the first civilian interrogator for the Defense Intelligence Agency where he continued to work with the Joint Special Operations Command in tracking down the U.S. military’s most wanted radical extremists. Since 2003, he has conducted over 2,700 interrogations of prisoners from 25 different countries while deploying eight times including: two tours to Iraq, three tours to Afghanistan; and tours to The Philippines, Bosnia and Herzegovina as well as undisclosed locations in Eastern Europe.

Maddox served in the U.S. Army and the Defense Intelligence Agency for over 20 years before retiring in 2014. Maddox continues to help corporations, organization, universities, CEO’s, and audiences worldwide, in the art of questioning, negotiations, and information gathering, to use for their advantage.