0
SPEAKER_02
Folks, if you re liking what you re getting from 30MPC, the number one way you can support us is by subscribing to our newsletter.
0
SPEAKER_02
Every week, you only get two emails.
0
SPEAKER_02
On Monday, you get a content rollup of everything that dropped last week, and on Fridays, I pick one topic and I personally write a deep dive on things like how to cold call, how to run a discovery call, or even how to hire an AE.
0
SPEAKER_02
So if you re liking what you re getting here, take two seconds, go to the show notes, you ll see a button to subscribe to our newsletter, or you can go to 30MPC.com backslash newsletter and do it there.
0
SPEAKER_02
We ll catch you soon.
0
SPEAKER_02
Cheers.
0
SPEAKER_01
Good morning, everybody, and welcome to another episode of 30 Minutes to Presidents Club.
0
SPEAKER_01
I m your host, Nick Siegelski, joined with my co-host Armand Farouk, and we have part two with Chris Voss.
0
SPEAKER_01
Armand, I m not going to let you label me again this week.
0
SPEAKER_01
This was a great episode, but I would like you to please share with the audience.
0
SPEAKER_01
I don t know what you re doing.
0
SPEAKER_01
Share with the audience.
0
SPEAKER_01
Why should people listen?
0
SPEAKER_02
Seems like you re excited for a second round of the show, Nick.
0
SPEAKER_02
Well, folks, if you liked what you got last week, we talked about the first half of a negotiation.
0
SPEAKER_02
We talked about when they balk at price, how do you get them talking about where they re coming from?
0
SPEAKER_02
How do you figure out if they re just a bargainer or if there s actually a fit issue?
0
SPEAKER_02
And once you figure those things out, that brings us today.
0
SPEAKER_02
Today, we re talking about how do you start to drive toward a solution in a negotiation?
0
SPEAKER_02
And once you start to do that, what are some keys to using silences, pauses, inflections versus ending on a downtone to nail the tone in a negotiation?
0
SPEAKER_02
It is part two in a negotiation masterclass in a three, two, one, let s roll.
0
SPEAKER_01
Today s tip to optimize your sales day is brought to you by Boomerang.
0
SPEAKER_01
If you get an email and the action required on that email is going to take you less than two minutes to do, do it on the spot.
0
SPEAKER_01
It s not worth adding it to your to-do list, having to look at the item, remember what you need to do.
0
SPEAKER_01
That s going to take you more than two minutes anyway.
0
SPEAKER_01
So do it on the spot, get it off your plate.
0
SPEAKER_01
Now we documented our best templates and tips to help you optimize your sales day with our friends at Boomerang, and you can get that
0
SPEAKER_01
documentation for free at the link in the show notes.
0
SPEAKER_02
When do you want to buy?
0
SPEAKER_02
If it s tomorrow, we got to move fast.
0
SPEAKER_02
Number three, how do you buy?
0
SPEAKER_02
Based on the first two answers, I can now adequately decide if and how I set a next step.
0
SPEAKER_02
And this was stolen from the Gong 30 MPC 90 Minute Masterclass, and you can steal it too in the show notes.
0
SPEAKER_01
Today s prospecting tip is brought to you by Woodpecker.
0
SPEAKER_01
When you re sending a sales email, you generally want to avoid putting punctuation in the subject line.
0
SPEAKER_01
If you ve got an exclamation point, it makes it seem like you re shouting at them, look at this amazing offer!
0
SPEAKER_01
And a question mark just smells salesy, so avoid punctuation.
0
SPEAKER_01
Now, if you want to steal my full sales cadence from my friends at Woodpecker, there s a link in the show notes for you to go get it and try it for free.
0
SPEAKER_01
Today s Deal Acceleration Cheat Code is brought to you by Pipedrive, which is a CRM built by sellers for sellers.
0
SPEAKER_01
The best way to drive your pipeline forward is to, every single day, pull up a list of all of your open opportunities and look at each opportunity by stage and think, what can I do today that will increase my likelihood of winning this deal?
0
SPEAKER_01
That s how you keep your ops moving forward in between meetings that you have on the calendar.
0
SPEAKER_01
Now, we documented five cheat codes that can help you cut your sales cycle in half with Pipedrive,
0
SPEAKER_01
There s a link in the show notes to steal them.
0
SPEAKER_02
Chris, we ve talked a lot about labeling the emotion.
0
SPEAKER_02
If someone s balking at price, you try to unpack where they re coming from.
0
SPEAKER_02
And eventually you need to start working towards some sort of solution.
0
SPEAKER_02
And you mentioned a really interesting concept earlier here and on another interview that I saw you on where you say they should feel like they earned everything they got.
0
SPEAKER_02
And I know if someone asks for a 5% discount, even if I know I can give them a 5% discount, what I should not do is say, sure, let s sign the deal.
0
SPEAKER_02
Because they re going to be wondering, could I have gotten 10?
0
SPEAKER_02
Could I have gotten 15?
0
SPEAKER_02
Could I have gotten 20?
0
SPEAKER_02
So can you talk about how you move from the labeling portion, the early part of a negotiation, to the later part of a negotiation where you start to align on a solution and make them feel like they won?
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Ignore human nature at your peril.
0
SPEAKER_00
And that s just an unavoidable thing.
0
SPEAKER_00
If you get what you asked for too easily, you re going to be disappointed.
0
SPEAKER_00
And your disappointment is going to manifest itself in the implementation.
0
SPEAKER_00
And I kind of need to save both of us from that.
0
SPEAKER_00
And I ve been, I ve been a pastor, made the mistake to give in too quickly and always regret.
0
SPEAKER_00
So I m going to, I m going to, I m going to feed you out a little bit on a 5% if this is doable, if this is really the issue.
0
SPEAKER_00
I might say, it seems like 5% meant it s a great deal for you.
0
SPEAKER_00
I m going to want to hit you with a couple labels.
0
SPEAKER_00
I m going to get you to give me an affirmation on that without trying to get you to say yes.
0
SPEAKER_00
I m going to do it with labels because it hits the brain different.
0
SPEAKER_00
But I m going to get you to affirm that for me that that s right or expansions on it based on my label probably three times.
0
SPEAKER_00
Jim Kemp and his book, Start With No, had an approach called Free Plus to get somebody to say yes to the same question three times.
0
SPEAKER_00
Now, that is not the yes momentum, which is three different yeses, which leads somebody down the path.
0
SPEAKER_00
This was three yeses to the exact same question, three times to get your commitment.
0
SPEAKER_00
He felt you had to get somebody to commit to affirm three times on the same issue.
0
SPEAKER_00
You read their body language, you read their tone of voice.
0
SPEAKER_00
You want to take somebody from, if you re going for yes, which I don t, but it would be taking somebody from yeah to yeah, to yes.
0
SPEAKER_00
You re going to get the delivery, the tonality three straight times.
0
SPEAKER_00
Even if somebody s BSing, the more times they repeat it, the more emotionally committed they are.
0
SPEAKER_00
So you re looking for an affirmation on an issue three times via labels, via paraphrase, via mirror, via summary.
0
SPEAKER_00
Anything other than a yes-oriented question.
0
SPEAKER_00
I m not going to say, so 5% would make this a great deal for me.
0
SPEAKER_00
I m driving for a yes with that.
0
SPEAKER_00
Seems like 5% could make this a great deal for me.
0
SPEAKER_00
That subtle change in verbiage is your emotional system completely different.
0
SPEAKER_00
I am not going for yes, no matter what, because it always diminishes with you.
0
SPEAKER_02
So Chris, I do one, two, three additional labels.
0
SPEAKER_02
And then what they say is you re trying to get me to essentially land at the 5%.
0
SPEAKER_02
And I m not willing to land there.
0
SPEAKER_02
And the reason that I m not willing to land there is because I gotta go talk to my boss.
0
SPEAKER_02
Or I start to say my CFO controls the decisions.
0
SPEAKER_02
Or I make it seem like
0
SPEAKER_02
I have zero power in this negotiation whatsoever.
0
SPEAKER_02
And you talk about in your book, the more they talk about the other guy.
0
SPEAKER_02
The more they probably know what they can get or the more they probably control the power.
0
SPEAKER_02
And that s oftentimes true in sales is our buyers are primed with the price that they need to get or what gets them a yes in a negotiation.
0
SPEAKER_02
So when someone starts talking about their manager or their CFO making all the decisions for them, what do I do from there?
0
SPEAKER_00
And I m just gonna, I m gonna let you roll with it.
0
SPEAKER_00
I m never gonna want you, it also may be the strength of your pitch.
0
SPEAKER_00
Like you know that you re gonna carry the day with your manager, which you see it, well, based on how you pitch.
0
SPEAKER_00
And you know that you gotta work hard for this.
0
SPEAKER_00
And you know you gotta put in the time.
0
SPEAKER_00
Then you probably, if you re actually making the deal and you re not playing me, pull the rabbit.
0
SPEAKER_00
You know, I m not a computing pig.
0
SPEAKER_00
then I m not going to pressure you for it.
0
SPEAKER_00
We need to let the clock tick a little bit.
0
SPEAKER_00
Cool.
0
SPEAKER_00
You need to put in another day.
0
SPEAKER_00
It s not close enough to the end of the week, the month, or the quarter, depending upon how you re being judged internally.
0
SPEAKER_00
I m like, all right.
0
SPEAKER_00
Do you want to burn up some more time to actually make the deal?
0
SPEAKER_00
And I m looking for a long-term relationship where you trust me and you feel like I m looking
1
SPEAKER_00
for you to answer this?
1
SPEAKER_00
What time you got?
1
SPEAKER_00
Your reaction could be a variety of things.
1
SPEAKER_00
If you want to continue the conversation in a moment, you re testing me.
1
SPEAKER_00
I might say, how s your CFO reacted in the past?
1
SPEAKER_00
How s your CFO shot you down in the past?
1
SPEAKER_00
How s this impacted the rest of your team?
1
SPEAKER_00
If you answer that with real clear answers, you re telling me the truth.
1
SPEAKER_00
If you re at a loss for words, you re bullshit.
1
SPEAKER_00
Because if it s really there and I ask you how, it s going to be in your head.
1
SPEAKER_00
But if you re using it simply as a tactic, it s not in your head.
1
SPEAKER_00
Vision drives decision.
1
SPEAKER_00
You re looking at an outcome.
1
SPEAKER_00
You re looking at implementation.
1
SPEAKER_00
You know what it is before we start.
1
SPEAKER_00
So if I ask you a how or what question that s really designed to get a vision implementation response out of you, and you go dead silent, I know you re bullshitting me.
1
SPEAKER_00
Now, I m not going to call you out.
1
SPEAKER_00
I m just going to be happy to be that much smarter and more.
1
SPEAKER_01
One of the things you talked about earlier was giving the buyer the no slowly so that they re not surprised.
1
SPEAKER_01
And if I think about some of the deals that I ve sold and the negotiations I ve been through, my buyers typically don t grant me the same courtesy.
1
SPEAKER_01
And a lot of times I get smacked out of the blue with a firm no or a last minute ask for a concession, or I feel like I have the deal done.
1
SPEAKER_01
They ve been giving signals and they almost like switch into this negotiation mode.
1
SPEAKER_01
And one of the things I ve struggled with that I really admire about you, you always seem very calm and present and centered.
1
SPEAKER_01
And one of the things I ve experienced in a negotiation is my emotions go awry.
1
SPEAKER_01
And I m wondering if you have any best practices that you follow or any things that you do to keep yourself in that really calm level focused space, especially in a tight negotiation.
1
SPEAKER_00
Well, if you ve gone through it enough times in the past, just go back in your head and re-edit the mental video.
1
SPEAKER_00
I mean, be your own Steven Spielberg, your own writer-director, right?
1
SPEAKER_00
So you shot it once, re-applied it in reality, you got that memory in your head, and you run it again, and you run it the same way.
1
SPEAKER_00
What that is, is a rehearsal to do it again raw.
1
SPEAKER_00
Now you can go back in and override the video.
1
SPEAKER_00
in your head.
1
SPEAKER_00
You can go back in and imagine yourself being cool and calm.
1
SPEAKER_00
And this is actually a characteristic of all of the great world champion athletes.
1
SPEAKER_00
They re running the video in their head over and over again.
1
SPEAKER_00
I heard it once referred to as visioning.
1
SPEAKER_00
And they re imagining the game winning shot.
1
SPEAKER_00
They re imagining the game winning putt or the 300 yard drive.
1
SPEAKER_00
When they were at, it s that hole that they hit it into the water last time they were there, if you want the golf analogy.
1
SPEAKER_00
They go in, and when they re getting ready to set up and hit it in real life again, if they re replaying the video of them hitting it in the water in their head before they hit the ball, it s probably going in a walk.
1
SPEAKER_00
But if they re replaying a vision in their head of it hitting a green, it increases the chance that it s hitting a green.
1
SPEAKER_00
So you can go back in those moments where you wish you would have performed better and re-edit the video in your head and imagine yourself
1
SPEAKER_00
calmly reacting.
1
SPEAKER_00
Imagine hearing yourself saying things with a calm tone of voice.
1
SPEAKER_00
The interesting thing the neuroscientists have picked up for us, the voice in our head activates many of the same neural mechanisms of actually speaking.
1
SPEAKER_00
If you imagine yourself saying it properly, it s pretty close to actually practicing saying it properly.
1
SPEAKER_00
So you could do it on an airplane where you can t be doing the out loud rehearsals, but if you run it in your head, you re activating the same neurons and it s almost as good.
1
SPEAKER_02
On the note of tone pauses being common conversation,
1
SPEAKER_02
You talked about this funny concept in another interview called Elon Musk silence, which is you gotta be so comfortable after a label, just letting it sit.
1
SPEAKER_02
Can you talk about some of the most important places in a negotiation where you should be leveraging silence and zipping the lips going on mute, making sure that no words come out of your mouth?
1
SPEAKER_00
Anytime that you ve said something, you really want it to length.
1
SPEAKER_00
You know, it s a label, it s a question, whatever it might be.
1
SPEAKER_00
That, you know, start counting thousands to yourself.
1
SPEAKER_00
And two out of three of us have a real problem with that.
1
SPEAKER_00
I think you ve probably heard me talk about the world divides evenly into thirties, assertives, analysts, and pundits.
1
SPEAKER_00
The assertives and the economists struggle to keep their mouth shut for vastly different reasons.
1
SPEAKER_00
And I m doing an interview recently, Camille Vasquez with Johnny Depperton.
1
SPEAKER_00
That was a guest on a thing we do on Fireside, which is an interactive social media app, live interactive, it s kind of cool.
1
SPEAKER_00
And I just wasn t waiting long.
1
SPEAKER_00
And I d ask Camille a question, I d say something to her to get a response, and she d be contemplating it.
1
SPEAKER_00
And I wasn t keeping my mouth shut long on it.
1
SPEAKER_00
And I d wait for about the count of two.
1
SPEAKER_00
And if she didn t answer, I d start talking again.
1
SPEAKER_00
We both started talking at the same time.
1
SPEAKER_00
Like, ah, I just, I got to keep my mouth shut.
1
SPEAKER_00
I m just, I m not waiting long for her to respond.
1
SPEAKER_00
So it s a struggle.
1
SPEAKER_00
Now, the one person that loves silence and loves keeping her mouth shut is the anus.
1
SPEAKER_00
And the Elon Musk thing that I referred to, he s getting interviewed by Lex Friedman.
1
SPEAKER_00
Lex is an anus.
1
SPEAKER_00
And on another show, Lex is talking about silence.
1
SPEAKER_00
Now, he feels intimacy with silence.
1
SPEAKER_00
Like if you can share, sit there in silence with Lex, he s talking about he feels connected to you.
1
SPEAKER_00
He feels silence is a shared intimacy.
1
SPEAKER_00
And that is vastly different than the way the assertives and the accommodators interpret it.
1
SPEAKER_00
And listening to Lex talk about that, it never occurred to me.
1
SPEAKER_00
then you feel a shared bonding moment.
1
SPEAKER_00
If I can keep my mouth shut.
1
SPEAKER_00
So anytime you want something to land, give it time.
1
SPEAKER_00
Let it sink in.
1
SPEAKER_00
Don t panic like I was panicking.
1
SPEAKER_01
One thing that I ve noticed you do, especially when you are using the tool that you have of your different tonality, is you do different things with your body language.
1
SPEAKER_01
Like when you asked the question earlier where you had that up tone right at the very end where you asked a question, you sort of cocked your head to the side and your eyebrows sort of raised.
1
SPEAKER_01
And I m wondering if you can talk about some of the specific things you do with body language, maybe actually starting with this piece of silence, like when you re being exactly quiet, I get you re counting the thousands in your head.
1
SPEAKER_01
Like, what do you do?
1
SPEAKER_01
Do you look down?
1
SPEAKER_01
Do you pretend to take notes?
1
SPEAKER_01
Do you drink water?
1
SPEAKER_01
Like, how do you hold that silence?
1
SPEAKER_01
And then what are some other body language best practices you have?
1
SPEAKER_00
Yeah, it s a great question on silence.
1
SPEAKER_00
I d have to think about that for a little while.
1
SPEAKER_00
I mean, maybe it s just physically being still because, you know, your body language can help manifest your tone.
1
SPEAKER_00
And with practice, you kind of get that.
1
SPEAKER_00
And so if you want to be in silence, my first guess is probably just remain as still as you possibly can.
1
SPEAKER_00
Now, inflection.
1
SPEAKER_00
Particularly, if you want to download Inflect, all you ve got to do is wrap the chain.
1
SPEAKER_00
You get that question a lot with women.
1
SPEAKER_00
Or people who have higher voices are like, you know, I don t have the late night FM DJ voice.
1
SPEAKER_00
I don t have the deep bass voice.
1
SPEAKER_00
You know, I don t have your voice.
1
SPEAKER_00
I don t have Andrew Hulman s voice.
1
SPEAKER_00
I don t have The Rock s voice.
1
SPEAKER_00
You know, any of these guys with these deep voices, that s not the same as a downward inflection.
1
SPEAKER_00
And you can override your tone by just dropping your chin.
1
SPEAKER_00
And then the inquisitive tone.
1
SPEAKER_00
Yeah, I m definitely, I m definitely raising my chin and cocking my head simultaneously to enhance the delivery.
1
SPEAKER_00
And you, so you can, whoever you are, you can figure out what works best for you with practice and observation, but broad general terms, it has a lot to do with what you do with your chin as you re talking.
1
SPEAKER_00
And you know, that was a,
2
SPEAKER_00
That was a great catch on your part.
2
SPEAKER_00
I hadn t noticed it, but it s like cocked my head when I did the upward inflection.
2
SPEAKER_00
I definitely do that to enhance it a little bit.
2
SPEAKER_01
Chris, can you talk about this late night DJ FM voice?
2
SPEAKER_01
I ve heard you talk about it in the context of using it to draw lines in a negotiation where it s too far and you have to make it clear that it can t go past here.
2
SPEAKER_01
When and how do you use that voice?
2
SPEAKER_00
Probably about maybe 20% of the time.
2
SPEAKER_00
Real rough ballpark guess.
2
SPEAKER_00
Drawing the lines or making the other person feel that you re a thousand percent solid.
2
SPEAKER_00
There s no movement.
2
SPEAKER_00
Now you re not trying to corner anybody.
2
SPEAKER_00
So I need you to feel that I really, really mean it.
2
SPEAKER_00
without me being a threat.
2
SPEAKER_00
And most of the time, the late night FM DJ would sit down with inflecting, and then go in bed silent, not threatening, not condescending.
2
SPEAKER_00
There s slight tonality changes that cause those things, not accusatory, just, you know what, this is spoiling, which is, I m good with you leaving it.
2
SPEAKER_00
But it s a way to express, take it or leave it, without making somebody feel corn.
2
SPEAKER_00
My intent when I do that is also, look, if this doesn t work for you, cool.
2
SPEAKER_00
No hard feelings.
2
SPEAKER_00
But this is what I need for this to be a great leap, so that I m going to want to continue.
2
SPEAKER_00
So yeah, probably maybe 20% of the time, maybe even less.
2
SPEAKER_00
But it s got to be in your arsenal because you need to let people know where you re from without making them feel attacked, without making them feel cornered, without making them feel it s an ultimate, take it or leave it.
2
SPEAKER_00
It probably isn t totally legal, but if it feels like an ultimatum, and you re the type that gets triggered, challenged easily,
2
SPEAKER_00
Um, that s, uh, that s not in either of our interests for me to challenge in that.
2
SPEAKER_02
If I m someone who s newer to using this late night DJ voice, what are some of the cues or things that I should be intentionally doing to be able to get it from myself?
2
SPEAKER_02
Like, how do I actually do it when you re teaching it to someone?
2
SPEAKER_00
Yeah, maybe take a deep breath in advance, you know, or, you know, a slight hesitation, sort of gather yourself up.
2
SPEAKER_00
Um,
2
SPEAKER_00
so that you feel solid.
2
SPEAKER_00
Intention has a smile.
2
SPEAKER_00
Your inner voice betrays your outer voice.
2
SPEAKER_00
Let yourself feel solid.
2
SPEAKER_00
It s got to be genuine that you are solid and you re firm.
2
SPEAKER_00
It s not a tactic.
2
SPEAKER_00
If it s disingenuous, it s going to come out in the long run and you re going to condition people that you can t be trusted.
2
SPEAKER_00
You got to really mean your walkaways.
2
SPEAKER_00
And it may be part of a walkaway.
2
SPEAKER_00
It may be part of an immovable point.
2
SPEAKER_00
If I got an immovable point or an immovable problem, I m going to want you to volunteer to solve it.
2
SPEAKER_00
I m not going to ask you to solve it.
2
SPEAKER_00
I m going to want you to volunteer to solve it.
2
SPEAKER_00
And I m going to want you to have the freedom to solve it or not, which increases the chances that you re going to volunteer to do it because it s an autonomy issue.
2
SPEAKER_00
So calibrated, um, in that context, I guess is what I ve got.
2
SPEAKER_01
If I can give the audience a one, two punch using two of the concepts from this interview that have worked really well for me is it s on the walkaway where a lot of times a tough procurement person or a tough CFO, they ll be pushing you into the corner on the $50,000 discount.
2
SPEAKER_01
And oftentimes the first thing that I ll hit them with is the late night DJ FM voice, or I ll say.
2
SPEAKER_01
I m sorry, I just know we can t do a five, a 50 K discount.
2
SPEAKER_01
And you start there and you let the silence it.
2
SPEAKER_01
And then you transition to a label where you might say, seems like, or sounds like it s not even worth me going back and talking to the team around what we could do moving forward.
2
SPEAKER_01
And so you call the bluff.
2
SPEAKER_01
on the walk away and you basically say, I guess it doesn t even make sense for me to come back with a solution at all.
2
SPEAKER_01
And when you do that, you draw the line and you put the ball in their court to do the final walk away.
2
SPEAKER_01
Because oftentimes the buyer has no risk with doing the first walk away.
2
SPEAKER_01
but you make it clear that if they walk away, the interaction is actually finished.
2
SPEAKER_00
Yeah, I like that a lot.
2
SPEAKER_00
In a lot of other ways, I always want you to have a decision to walk away.
2
SPEAKER_00
And we need it.
2
SPEAKER_00
So I like where that shifts the burden of the decision making versus this is over or moving forward.
2
SPEAKER_00
And I like shifting the burden of the problem onto the person that s causing the problem.
2
SPEAKER_02
Chris, thank you for joining us.
2
SPEAKER_02
We are unfortunately running out of time.
2
SPEAKER_02
And so we have to move to our final question.
2
SPEAKER_02
And our final question is this, we ve talked about a lot of really great things that salespeople should be doing when it comes to negotiation.
2
SPEAKER_02
But now I got to flip that question on its head and ask you about a shouldn t.
2
SPEAKER_02
And so my last question for you is what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps?
2
SPEAKER_00
I think driving for yes is probably the worst habit out there.
2
SPEAKER_00
I mean, if you, if you can go from yes to no to start with, it s pretty much an instantaneous 23% improvement in your effectiveness.
2
SPEAKER_00
which to me is both delightful and a caution.
2
SPEAKER_00
I see a lot of salespeople that it s a simple but difficult switch and the acceleration in their effectiveness is so instantaneous that they don t learn anything else, which is a shame because they just turn themselves from a C student into a B student, which is a great improvement.
2
SPEAKER_00
And I m like, this is awesome.
2
SPEAKER_00
You know, but you re not an A student yet.
2
SPEAKER_00
And people don t know how much better they could get to shift the rest of the way.
2
SPEAKER_00
But the yes is the biggest problem out there.
2
SPEAKER_00
The yes addiction, you get happy years.
2
SPEAKER_00
You get bamboozled as soon as the other side finds out that all they got to do is feed you a bunch of yeses and you got happy ears and you start engaging in free consulting and they no longer need you.
2
SPEAKER_00
You re giving away your value, they no longer need you.
2
SPEAKER_00
You re just killing yourself by being a yes-man.
2
SPEAKER_02
Chris, thank you for joining us.
2
SPEAKER_02
How can people follow up with you?
2
SPEAKER_00
Yeah, the best way is to subscribe to our newsletter.
2
SPEAKER_00
It s complimentary.
2
SPEAKER_00
That s not why it s valuable.
2
SPEAKER_00
It s valuable because it s actionable and concise.
2
SPEAKER_00
I got to tell you something, I value concise, actionable stuff.
2
SPEAKER_00
The website is blackswanltd.com, B-L-A-C-K-S-W-A-N-L-T-D.com.
2
SPEAKER_00
As soon as you go there, you re gonna get the opportunity to sign up for the newsletter.
2
SPEAKER_00
Give us your email.
2
SPEAKER_00
You get the newsletter Tuesday morning.
2
SPEAKER_00
You re gonna find out about different ways to learn from us.
2
SPEAKER_00
It s really the gateway to the gold mine.
2
SPEAKER_00
So subscribe into our newsletter, The Edge.
2
SPEAKER_00
It s the best way to follow up with us.
2
SPEAKER_02
Everybody, stick around for a 60 second recap coming up soon.
2
SPEAKER_01
Demandbase uncovers hidden deal killers with buyer intent data.
2
SPEAKER_01
One deal killer is when your champion s problem isn t a business problem.
2
SPEAKER_01
So drill from situation to problem to impact.
2
SPEAKER_01
When I sold compensation software, the situation was they were planning comp on 300 spreadsheets.
2
SPEAKER_01
The problem is that led to poor manager oversight.
2
SPEAKER_01
And the impact was that poor oversight led to compensation inequities.
2
SPEAKER_01
And that was a big business problem.
2
SPEAKER_01
Go get all six question frameworks to spot hidden deal killers from our friends at Demandbase, link in the show notes.
2
SPEAKER_02
Otter AI s Otter Pilot for Sales gives you the freedom to sell on your discovery calls by taking notes for you.
2
SPEAKER_02
One of the best ways to deepen your discovery is to ask your prospect about the impetus behind their goals.
2
SPEAKER_02
So when a prospect tells me they want to advertise on more sales podcasts, I ll say, well, it s not every day that you wake up and decide you want to sponsor a podcast.
2
SPEAKER_02
What s causing you to even explore this in the first place?
2
SPEAKER_02
Now, we put together the ultimate discovery checklist with our friends at Otter AI, which you can get for free at the link in the show notes.
2
SPEAKER_01
Here s my secret to being a sales superhuman.
2
SPEAKER_01
It s auto reminders for everything.
2
SPEAKER_01
If I expect any reply from a prospect, I press command H and superhuman pops it right back into my inbox.
2
SPEAKER_01
If I don t get a reply in two days, that means if you handle an objection, if you suggest times for a meeting, or if you ask for cuts back on red lines, always create a two day reminder task and assume they will not reply.
2
SPEAKER_01
So if you want to follow up on time,
3
SPEAKER_01
every time you can get a free month of superhuman by checking it out in the show notes.
3
SPEAKER_01
Today s tactic to triple your connect rate is brought to you by rocket reach, who provides data that lets you reach out to the right person at the right account at the right time.
3
SPEAKER_01
Every time you re reaching out to an account, pull down the contacts again.
3
SPEAKER_01
Yes, I know it sucks, but the average tech tenure is two years, which means 50% of the workforce turns over every year.
3
SPEAKER_01
So look up the account, pull anyone who was hired and scratch anyone who was left.
3
SPEAKER_01
And one way you can pull verified and accurate data is with Rocketreach.
3
SPEAKER_01
So if you like this, check out their toolkit on eight ways to triple your cold call connects in the show notes.
3
SPEAKER_00
Your top four actionable takeaways from this part two with Chris Voss.
3
SPEAKER_00
Number one,
3
SPEAKER_00
You, when responding to another party s asks in a negotiation, should not go off on your own and then come back with a full, built-out response to the prospect s demands, asks, requests, et cetera.
3
SPEAKER_00
And the reason for that is if you are not co-creating the solution to a commercial agreement, there are two problems.
3
SPEAKER_00
Problem number one is you are creating a response with
3
SPEAKER_00
imperfect information, which you are never going to have perfect information, but you re going to come back and you re going to slightly miss.
3
SPEAKER_00
And that s a problem that gets expanded or made worse because the other problem with coming back with a full, here s what we re going to do, is that the other party feels like you painted them into a corner, that their voice wasn t part of the solutioning, and they re going to feel diminished, which will make them push back.
3
SPEAKER_00
So don t do that.
3
SPEAKER_00
Number two, if your prospect is doing something that you actually like, maybe they re working really hard at wrangling stakeholders, or they ve been really communicative recently, or they ve responded to a negotiation or an offer of yours in a moderately generous way, label the good thing that they are doing.
3
SPEAKER_00
That will give them affirmation that the behavior they re doing right now is good and make them do more of that good thing.
3
SPEAKER_00
It is small, but it is powerful for getting an intended behavior out of your prospect.
3
SPEAKER_01
Number three, if you get the sense that you re aligning on a solution, don t just say, yep, I can do that deal and run away because they re going to think that they could have gotten more out of you.
3
SPEAKER_01
Hit them with another label.
3
SPEAKER_01
You might say, sounds like 5% would be a good deal for you.
3
SPEAKER_01
And you want to use an uptone inflection on that one.
3
SPEAKER_01
And then lastly, number four, use the late night DJ FM voice to draw lines.
3
SPEAKER_01
One of the best ways you can do that is if there s a walk away line and you could say, look, there s just no way that I can give you a 50 K discount.
3
SPEAKER_01
Alrighty, Nick, that is the end of an amazing two-part special.
3
SPEAKER_00
Can you tell folks what they can do to help us out here?
3
SPEAKER_00
Armand, I do happen to have something in mind.
3
SPEAKER_00
One of the things we talked about in this episode was how Chris uses body language in a negotiation and how he uses his body language to get a certain tone out of himself using his chin position.
3
SPEAKER_00
And it s one thing to hear it on a podcast, it s another to see how he actually does it.
3
SPEAKER_00
And if you re someone who likes seeing us, I don t know why anyone would want to look at our ugly mugs, Armand, but if you re actually interested in seeing the guests, we are starting to put 30 Minutes to Presidents Club episodes on YouTube.
3
SPEAKER_00
And so this episode is on YouTube.
3
SPEAKER_00
There is a link in the show notes if you want to see this episode.
3
SPEAKER_00
Go check it out.
3
SPEAKER_00
I promise Armand and I will try to look more presentable, but Chris looks great, and he really has some effective stuff that I recommend you watch.
3
SPEAKER_00
Thanks for watching or listening, and we ll see you next week on 30 Minutes to Presidents Club.
3
SPEAKER_01
Gong s going to help you run the five minute drill at the end of all of your calls today.
3
SPEAKER_01
At the end of a call, pressure test the prospect with three questions.
3
SPEAKER_01
Number one, do you want to buy?
3
SPEAKER_01
If the answer is no, why set a next step at all?
3
SPEAKER_01
Number two, when do you want to buy?
3
SPEAKER_01
If it s tomorrow, we got to move fast.
3
SPEAKER_01
Number three,
3
SPEAKER_01
How do you buy?
3
SPEAKER_01
Based on the first two answers, I can now adequately decide if and how I set a next step.
3
SPEAKER_01
And this was stolen from the Gong 30 MPC 90 Minute Masterclass, and you can steal it too in the show notes.
3
SPEAKER_01
DemandBase uncovers hidden deal killers with buyer intent data.
3
SPEAKER_01
One deal killer is when your champion s problem isn t a business problem.
3
SPEAKER_01
So drill from situation to problem to impact.
3
SPEAKER_01
When I sold compensation software, the situation was they were planning comp on 300 spreadsheets.
3
SPEAKER_01
The problem is that led to poor manager oversight.
3
SPEAKER_01
And the impact was that poor oversight led to compensation inequities.
3
SPEAKER_01
And that was a big business problem.
3
SPEAKER_01
Go get all six question frameworks to spot hidden deal killers from our friends at DemandBase, link in the show notes.