168. The Chris Voss Method for Closing the Deal

Uncover the secret weapon in sales that you've been ignoring all this time! In this week’s episode, our host Deb Boulanger leaves no stone unturned with negotiation expert Chris Voss, author of “Never Split the Difference” who throws conventional wisdom out the window and reveals why building *rapport in sales* is not about the hard sell, but the “HEART” sell. Join Deb as she explores how Chris's insights on *emotional intelligence in negotiations* flip the script on the age-old sales playbook and how these unexpected strategies can revolutionize the way you seal the deal. Chris’ method, for improving your sales and negotiation techniques hinges not on aggression or pressure, but on the softer, more nuanced skills of emotional intelligence. This episode will teach you to navigate the subtle currents of conversation, influence, and rapport—skills essential for anyone looking to make a mark in the world after a corporate career. Apply Chris’ method to your own entrepreneurial endeavors and learn how your newfound emotional intelligence can unlock secrets to business success. Are you ready to negotiate like a pro? Then tapping on the play button is the 1st step.

 

 [00:01-11:27] The Psychology of Influence in Business Conversations 

• Being coachable and proactive are key traits for success in negotiation and sales.

• The exploration of what works is essential for the development of effective strategies.

• Emotional intelligence plays a crucial role in understanding and guiding discussions.

• Adaptability and continuous learning are important to master the art of negotiation.

   

[11:28 -20:49]  Effective Rapport Building in Sales and Negotiations  

• Mirroring and labeling are psychological techniques used to establish a deeper connection during sales negotiations.

• The customer's value proposition is likely known before they fully engage in a sales conversation.

• A sales conversation is part of a 9 step journey that the customer undergoes, which includes thorough research and consultation about the product or service.

• Utilizing rapport-building techniques can help address and understand the challenges faced by customers.

   

[20:50 - 29:29]  Enhancing Sales Techniques with Emotional Intelligence    

• Utilizing phrases that imply understanding, such as "it sounds like," forges stronger connections.

• Avoid stating "if I heard you correctly" to prevent diminishing the sense of rapport.

• Words can impact the emotional tone of a conversation, influencing the direction of negotiation.

• Changing the context in which words are used can alter their perceived positivity or negativity.

 

[29:30 - 34:46] Sales Strategies using the Chris Voss Method of Communication   

• Emphasizing tactical empathy as vital for rapport and insight.

• Mirroring as a technique to bond and acquire insights.

• Labeling acknowledges a counterpart's feelings and perspectives.

• Avoiding unpaid consulting by reinforcing the value of the interaction.

 

[34:47 - 37:32]  Closing    

 

Connect with Chris Voss

Website: blackswanltd.com

Facebook: Facebook

Instagram: @thefbinegotiator

YouTube:  NegotiationMastery - YouTube

X (formally Twitter) : @fbinegotiator

 

Masterclass: Chris Voss Teaches The Art of Negotiation (masterclass.com)

 

Book: Never Split the Difference (Audio)

Amazon.com: Never Split the Difference: Negotiating as if Your Life Depended on It (Audible Audio Edition): Chris Voss, Michael Kramer, HarperAudio: Audible Books & Originals

 

Book: Never Split the Difference (Hard Cover)

Never Split the Difference: Negotiating As If Your Life Depended On It: Voss, Chris, Raz, Tahl: 9780062407801: Amazon.com: Books

Go to https://lifeaftercorporatepodcast.com/ for all episodes

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Tweetable Quotes:

“First call I took, I just said, hello. This is helpline. Just like that. And afterwards, the supervisor said, wow, your voice was great. That was a great tone of voice. And I remember thinking, what did I do? I didn't even remember. And I think I lapsed into that voice for whatever reason because I was concerned and I was overly conscious of not having a negative impact”…Chris Voss on When he came to realize that the tone of your voice is key to negotiating.

"And I can remember 1 guy in particular, just with this soft, gentle tone of voice, was changing things instantly. And I said, wow, that's cool. And so that really struck with me. I'm coachable and I want to learn how to do something better. So I'd learned about tone of voice, not really realizing it was a critical part of negotiation…Chris Voss on more validation about the tone of voice and how important it is.

 

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