26 min listen
May Special: Negotiation ft. Chris Voss (part 2)
May Special: Negotiation ft. Chris Voss (part 2)
ratings:
Length:
31 minutes
Released:
May 14, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Chris' Newsletter "The Edge"
When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Chris' Newsletter "The Edge"
Released:
May 14, 2024
Format:
Podcast episode
Titles in the series (100)
10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays): John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.Four Actionable Takeaways:Send a meeting efficiency survey prior to your calls to get qualification out of the waySetup feeds for all of your top target accounts as the backbone for your discoAsk specific impact ?’s like “what happens to rep attainment if you don’t do this?”Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark oppsJohn Barrow’s Path to President’s Club:CEO of JBarrows ConsultingHost of Make it Happen Mondays======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Fre by 30 Minutes to President's Club | No-Nonsense Sales