FALE na Hora CERTA com JOEL JOTA

Summary

The speaker emphasizes the importance of timing in communication, suggesting that sometimes silence is golden. They reference William Ury's book 'Getting to Yes' and the concept of BATNA, which is crucial in negotiations. The speaker shares personal anecdotes, including a failed attempt at a free seminar and a successful sales encounter, to illustrate the power of understanding timing and reading body language. The narrative concludes with the advice that one should learn to be quiet and listen to be a better communicator.

Takeaways

• 😀 Communication requires timing; sometimes silence is golden and can be a powerful form of communication.
• 🔍 One should be observant, like a JJ Caster or J Taster, to understand when to speak and when to remain silent for effective communication.
• 📚 Reading the situation and the body language of others is crucial to understanding when to engage in conversation or to hold back.
• 🤔 The importance of silence is highlighted as a moment to think and reflect, which can be more impactful than speaking out impulsively.
• 📖 The speaker recommends the book 'Never Split The Difference' by Chris Voss, which introduces the concept of BATNA (Best Alternative To a Negotiated Agreement) as a key strategy in negotiation.
• 💡 The timing of communication can transform a person from being seen as wise to being perceived as foolish, emphasizing the importance of speaking at the right moment.
• 👀 The speaker recounts a personal story from 2012 about a free seminar that did not yield immediate clients but eventually led to a significant contract through patience and timing.
• 🗣️ The power of listening and understanding before speaking is underscored as a mark of a good salesperson or leader.
• 🤝 The story illustrates that sometimes a single, well-timed conversation can lead to a successful outcome, such as closing a contract.
• 🕵️‍♂️ Learning to read people's non-verbal cues, such as body posture and eye contact, is essential for gauging the right moment to communicate.
• 💼 The speaker emphasizes the importance of having a clear understanding of one's value proposition and delivering it concisely and effectively during crucial conversations.

Q & A

What is the main topic discussed in the transcript?

The main topic discussed in the transcript is the importance of timing in communication and the concept of BATNA in negotiation.

Who is the author of the book 'Como chegar ao sim' mentioned in the transcript?

The book 'Como chegar ao sim' is authored by William Ury, a renowned psychologist and expert in negotiation.

What does the acronym BATNA stand for?

BATNA stands for 'Best Alternative To a Negotiated Agreement,' a concept introduced by William Ury to empower individuals in negotiation.

What is the significance of being silent during a conversation according to the transcript?

According to the transcript, being silent during a conversation can be a powerful tool, as it allows for reflection and can put the speaker in a position of power.

What is the role of reading non-verbal cues in effective communication as per the transcript?

Reading non-verbal cues such as body language, eye contact, and posture is crucial in understanding the other person's state of mind and adjusting the communication strategy accordingly.

What was the speaker's objective when he gave a free seminar in Santos?

The speaker's objective was to train and deliver a message, hoping to attract clients or students by showcasing his expertise in coaching and selling tools.

Why did the speaker mention investing R 800 in a room in Gonzaga, Santos?

The speaker invested R 800 in a room to host a free seminar, aiming to create an impact and attract potential clients or students through the event.

What was the outcome of the speaker's seminar in terms of client acquisition?

The outcome was not as expected, with zero clients acquired directly from the seminar, but it did lead to a potential opportunity through a former student's recommendation.

What is the importance of timing in the context of the speaker's meeting with the director of a real estate company?

The importance of timing is highlighted by the speaker's experience where he had to quickly adapt and respond effectively to the director's communication style and urgency to secure a contract.

How did the speaker describe the director's initial body language and communication style during their meeting?

The speaker described the director's initial body language as dismissive, not making eye contact and being preoccupied with other matters, indicating a lack of interest or time.

What negotiation strategy did the speaker employ to turn the conversation around with the director?

The speaker used the strategy of mirroring the director's communication style by being concise and direct, which captured the director's attention and led to a successful negotiation.