Podcast episode
May Special: Negotiation ft. Chris Voss (Part 1)
30 Minutes to President's Club7 May 202433 min
Description
FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chris' Newsletter "The Edge" 30MPC Training: 30mpc.com/training
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And so if I say in return, well, Chris, it's not that I don't see any value in what you do, but what you're offering seems a little bit expensive. Where do you go from there? “Well, if it's expensive, again, it's a value issue.” Are you simply bargaining with me because you feel like you have to? Or is it really an issue of sex? Now I got to know which one of those two it is. In a hostage negotiation, I get asked by commanders on a kidnapping, what is this going to be over?
where a buyer will come to me with three or four different asks. They want us to change our service level agreement. They want a special customer success person who's more senior. They want a change on the license price. They have a couple different demands that they come to me with. And what will happen sometimes is I will come back, “or a salesperson will come back with a response to each of their points.” Hey, we can't do this, but we can get to here. All right, we've given on this piece. You're going to have this person. And we'll come with a response to all their demands. And it sounds like what you're saying the problem with that is, is one, I'm crafting that response with imperfect information.
And what will happen sometimes is I will come back, or a salesperson will come back with a response to each of their points. Hey, we can't do this, but we can get to here. All right, we've given on this piece. You're going to have this person. And we'll come with a response to all their demands. And it sounds like what you're saying the problem with that is, “is one, I'm crafting that response with imperfect information.” But two, I'm crafting a response solely on my own. And even if I do have perfect information, and I do have a perfect response, the other person feels painted into a corner because they didn't get to collaborate with me whatsoever.
or a salesperson will come back with a response to each of their points. Hey, we can't do this, but we can get to here. All right, we've given on this piece. You're going to have this person. And we'll come with a response to all their demands. And it sounds like what you're saying the problem with that is, is one, I'm crafting that response with imperfect information. “But two, I'm crafting a response solely on my own.” And even if I do have perfect information, and I do have a perfect response, the other person feels painted into a corner because they didn't get to collaborate with me whatsoever. And so even if I can give everything somebody asks for,
next. Top 4 actionable takeaways from this episode with Chris Voss 1. Condition your prospect for future interactions. “That means if you schedule 30 minutes and 25 minutes into the meeting, show that they're” willing to come back to you again and again and again. If you overstay your welcome once, you have poisoned the well in the eyes of that person for all future interactions. 2. Do not talk to people when they are distracted.
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