1010: Why Deal Killers Are More Important Than Deal Makers in B2B Sales (Part 2) w/ Chris Voss
In this episode we talk to Chris Voss, Chris is a renowned author and negotiation expert. He is a former FBI hostage negotiator, the CEO of The Black Swan Group, and author of the Wall Street Journal best-selling book, Never Split the Difference.
This is Part 2 of a 2-part conversation with Chris. To catch the first half of this interview, check out: sweetfishmedia.com/4-strategies-to-become-master-negotiator-b2b-sales-chris-voss
In today’s episode, Chris shares the 3rd & 4th of 4 specific tactics you can take from FBI hostage negotiation & apply to B2B sales:
3) Using the Power of ‘No’
4) Getting to ‘That’s Right’
Finally, Chis shares the most important element of any negotiation: Black Swans.
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