Sales is all about listening & asking questions, NOT talking. There are tactics you can use to do this:
Active listening. Truly listen, ask questions & repeat back // labelling // mirroring
TIP: make notes of what they’re saying to make sure you’re actually listening - then you can come back to it later (writing stuff down in chess so people would think a bit more)
Sales = empathy (lesson from Ollie) / Chris Voss #1
“Empathy - becoming completely aware of the other side’s perspective; their point of view, how they see it and what they feel”
Take it away from money etc.
Negative reactions leave a toxic residue & affect long term relationships. Terms make the deal, not the price
Empathy leads to building trust, which is the core of sales.
Can also be done through the words you use; “whether or not you use us, my advice is…”
Negotiation → Chris Voss Masterclass ——>
Overview: great negotiation is about great collaboration. The adversary is not the other person but the situation at the table. Create trust based influence
Loss aversion (fear of loss) is the single most important factor which keeps people up at night
Deadlines are meaningless; they’re used to get progress started
Start & end on a positive
“The last impression is the lasting impression & seeds the next interaction so make them positive” (Chris Voss)
If you tell the truth, there’s only one way. If you lie, you might have a few ways of doing that
Chris Voss
The 7/38/55 rule - content / tonality / body language
A bit part of sales is being organised…always have a next step!!!!