How to Apply FBI Tactics in Sales - Outside Sales Talk with Chris Voss

Summary:
Former FBI negotiator Chris Voss is the CEO of the Black Swan Group, a firm that works with companies and individuals to take their negotiation skills to the next level. He is a 24-year veteran of the FBI, and he retired as the lead international kidnapping negotiator. Chris is also the author of the national best-seller: "Never Split The Difference: Negotiating As If Your Life Depended On It," which was named one of the seven best books on negotiation. In this episode, Chris explains how to apply high-stake FBI negotiation tactics to never lose a sale.

Here are some of the topics covered in this episode:
* How to get your prospects to talk and reveal what they’re holding back
* The secret behind encouraging your prospects to show off
* The power of getting your prospect to say NO
* Triggering the right questions to get true information
* How to get your prospects to say “That’s right” instead of “You’re right”

00:00 Intro
01:12 Relationship Between Negotiation and Listening
03:25 How to Really Get Information
11:53 Transforming a Negotiation
16:25 Reducing Angry Interactions
18:42 Beware YES, Master NO
26:18 The 2 Magic Words
29:49 Calibrated Questions
31:59 Black Swan
39:37 Dealing With Life or Death Situations
41:25 Sales in 60
45:50 Actionable Takeaway
46:44 Summary

You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!

About the Guest:

Chris was trained in the art of negotiation not only by the FBI but also by Scotland Yard and Harvard Law School. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world. Chris has lectured on negotiation at top business schools and universities across the US and has been seen on ABC, CBS, CNN, Fox News, and Forbes.

Website: https://blackswanltd.com/

LinkedIn:   / christophervoss  

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