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Sales Tuners

Sales Tuners

Business:Management

[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It

[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It

2018-12-11
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Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns. Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward. There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity. Full Notes  https://www.salestuners.com/chris-voss/ Book Recommendation Barking Up the Wrong Tree by Eric Barker Sponsors Costello - What if every sales rep inherited the habits of your best rep? With Co
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083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice
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082: Eric Pratt | In the Evolving Buyer’s Journey, Don’t Assume You’re at the Beginning
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081: Brandon Bruce | Preparation and Endurance Enable Success
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080: Mike Donnelly | Lift vs. Propulsion: What Physics Can Teach Us About Sales
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079: Adam Schoenfeld | Lessons Learned Going From CEO to SDR
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078: David Cancel | Prospects Want to Talk to the One Who Understands
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077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process
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076: Max Altschuler | Hacking Sales: Doing More with Less
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075: Scott Ingram | Believe in the Process, the Product, and Yourself
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074: Pat Rodgers | Building Accountability and Follow Through in Sales Coaching
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073: James Purvis | Become a Resource Hog to Close More Deals
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072: Trong Nguyen | Mastering the Craft of $100M Sales Opportunities
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071: John Jackson | Breaking Through with Voice in a World of Automation
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070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge
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069: The 12 Days of Christmas
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068: Dale Dupree | Give to Get: Breaking Down Real Human Emotion
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067: Pete Caputa | Own the Process: Tips From Building a $100M Channel
2017-12-12
066: Chris Voss | Negotiating as if Your Life Depended on It
2017-12-05
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