Never Split the Difference with Chris Voss | Free Sales Training Program | Sales School

Summary

In this episode of Sales School, Jordan Belfort interviews Chris Voss, a former FBI negotiator and author of 'Never Split the Difference.' Voss shares valuable negotiation techniques, emphasizing the use of 'labels' to draw out responses from clients without triggering defensiveness. He illustrates this with practical examples, showing how a simple phrase like 'It sounds like you have a reason for saying that' can foster open dialogue. Additionally, Voss cautions against combative questions that can hinder communication, advocating for a more reflective and comfortable approach to discussions. This episode offers insightful strategies for improving sales and negotiation skills.

Takeaways

• 😀 Netsuite is a leading cloud business system that provides visibility and control over various business functions.
• 😀 Chris Voss emphasizes the importance of using labels in negotiations to elicit more information from the other party.
• 😀 The phrase 'Sounds like you have a reason for saying that' can prompt individuals to share their thoughts and feelings openly.
• 😀 In conversations, gauging the other person's mood can provide insight into how to approach negotiations.
• 😀 Avoid asking direct questions that may trigger defensiveness; instead, rephrase to encourage sharing.
• 😀 Analytical individuals may hesitate to answer questions, preferring to think before they respond.
• 😀 Using reflective phrases can help uncover underlying issues without making the other party feel defensive.
• 😀 The way questions are framed can significantly affect the outcome of a negotiation.
• 😀 Salespeople should avoid combative questions that make the other party feel pressured or cornered.
• 😀 Establishing comfort in conversations can lead to more successful negotiations and better deals.

Q & A

What is the primary focus of the sales school episode?

The primary focus is on sales techniques, particularly negotiation strategies, as discussed by Jordan Belfort and Chris Voss.

What cloud business system is mentioned in the transcript?

The transcript mentions NetSuite as the world's number one cloud business system, providing visibility and control over various business functions.

What negotiation technique does Chris Voss emphasize?

Chris Voss emphasizes the technique of 'labeling,' which involves acknowledging the other person's feelings or reasons to encourage open communication.

How can labeling improve negotiation outcomes?

Labeling helps to disarm defensiveness in conversations, prompting the other party to share more information, which can lead to better deals.

What is an example of how to use the labeling technique?

An example would be responding to a statement like 'the price is too high' with, 'It sounds like you have a good reason for saying that.'

Why does Chris Voss suggest avoiding direct questions in negotiation?

Direct questions can trigger defensiveness, causing the other party to shut down. Instead, using labeling can facilitate a more open dialogue.

What does Chris Voss say about the analytical types in negotiations?

He notes that analytical types often dislike being asked questions because they want to formulate perfect answers, which can delay their responses.

What kind of questions does Voss recommend avoiding?

Voss advises against combative or direct questions that put pressure on the other party, such as asking what the seller hasn't covered that would lead to a purchase.

How does silence play a role in negotiations according to Voss?

Silence is crucial; after making a statement or asking a question, waiting for the other party to respond can lead to more thoughtful answers.

What resources does Chris Voss provide for learning more about negotiation?

Chris Voss offers various resources on his website, BlackSwanLTD.com, including free materials and advanced negotiation courses.