Stop Selling And Start Closing Deals Faster
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- Опубликовано: 21 ноя 2022
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Stop losing and start WINNING. Negotiations can feel intimidating, but our methods make it easy. We rely on emotional intelligence and empathy to get the job done. Explore our content and find the best skills and strategies to ace negotiations. Head to our website to subscribe to our newsletter and attend one of our live events. See you there!
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About The Black Swan Group
Founded and led by former lead FBI hostage negotiator, Chris Voss, the Black Swan Group has 10+ years of experience working with companies and individuals on taking their negotiation skills to the next level. Chris’ book, Never Split the Difference, is a Wall Street Journal bestseller and has sold over 2 million copies worldwide. Our expert team of coaches discuss everything from silence techniques to influential empathy.
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Thanks for watching! 
Хобби
Would you feel criminally underappreciated if I liked this video?....The lengths I'm beginning to go to get a 'no' these days. Thank you black swans. These skills are helpful and enjoyable to use.
Chris Voss
Cliff notes of proof of life training of which there is more
1:25 1. Track the personality of the people and how long it takes to close the deal
1:38 2. Find out what problems they are trying to solve by meeting you with a what question or asking label (hugely recommended)
a. what question, "what problems were trying to solve by agreeing to meet with me"
- What questions trigger slow and fast thinking which requires energy that they might not have
- Questions themselves also trigger defensiveness / contemplation to come up with a good answer,
b. asking label, "seems you had some problems in mind, which led you to agree to meet with me"
- More likely to be answered bypassing defensiveness and getting a stream of consciousness as they don't realize they've been asked a question
- Works so much better than what questions that clients call it unlocking the floodgates of truth
4:05 3. If you don't get a good response i.e. they throw the question back at you, then you are the fool in the game they aren't going to close a deal with you they are just there to mine you of information. They want the status quo or if you do come up with a good idea/process they will implement it themselves or have the person they hire implement it for them.
4:50 TLDR: Vision drives decision, the asking label triggers the label in their head if there is no vision then they went into the meeting with no intention of continuing with you.
Brandon Voss
6:20 1. Negotiation is not an education department because when we educate we are actively ignoring the person's top of mind problems, they feel talked at as we are saying save your concerns till after I tell you stuff I want
7:28 2. Unload their negative emotions by acknowledging how they are feeling about the meeting, then throw away your presentation and instead find out what questions they want answered (see Chris Voss #2)
8:58 TLDR: Ahh, guys zoom sucks. I'd imagine you guys don't want your time wasted. You problem came here with issues ([or] questions, thoughts however you want to phrase it in your mind), is it a problem if we start with the things that are top of mind for you?
Thank you!
Thanks!
Great notes ❤
Awesome update on the asking labels, it makes sense. So subtle and yet very powerful
Oh my god this is so useful. Even with my fee three years of experience as a realtor I can see how this would show so quickly someone’s intent to work with me or not. I also love Brandon’s perspective on starting with asking what is top of mind for the Prospect versus going into our over rehearsed presentation. Thank you!!!
I have to say everyone in Black Swan Group is amazing. I just personally find Brandon speaks to me more clarifying.
Thank you for those kind words! I will let him know what you said!
I've been listening and on your sidelines cheering you on for years Chris and Brandon.
I have a little info to share which is off topic and nothing to do with the verbal content of this video.
Had a little info to share after seeing Chris wearing glasses.
I wore glasses for years and always thought my eyes were "bad" or "messed up".
I'd say your eyes are perfect, but you might have trained them to either see far or to see near. Once this happens, it requires consciousness to conquer the issue and does take a lot of "relaxation" work with your eyes to get the shape to go back to round. We can also consciously get the "relaxation" right by not straining the eye, it is challenging to get it right, but as you get it right and you change your eyeball from concave or convex to more round, it starts working really good.
I was able to get "corrective lenses" off my driver's license became able to consciously correct my eyes to be able to live life, watch TV and read far things without glasses.
I now consider glasses as crutches and debilitating for the eye muscle.
Laser surgery would never be an option for me.
Consciousness is number one! Thank you for your amazing info always.
Brandon, stop hating on your pops, man! He's the true OG and taught you everything you know!!! LOL
so much value!
It's almost like you guys are the best Negotiation Experts in the world
Black Swan Group(in unison):
"THATS RIGHT"
That's Right!!!
Would it be a ridiculous question to ask the Black Swan’s how to deal with talking interest rates with prospective borrowers?
How do i get your proof of life training?
Fire but this dude needs some help 2hr presentations… what I’ve found to work is something similar discover the most important things and chunk into them to what they value most but Ali love the use of the no questions combined with a label
As a roofing salesman if I asked: “Is it a problem if we start with what's top of mind for you?” " I would hear, " how much is it going to cost?" In our industry a lot of customers are first time roof buyers and feel a roof is a roof. How would you handle that response with out just becoming another quote? In my experience a presentation accompanied by these techniques is very successful.
Thats a great question, name, and I was hoping you would asked that first. While I am sure that most would discount there price at a drop of a dime can I share why that would be a red flag and to run? A roofer has to pay for supplies, help, and the companys takes there part. We know that the company is going to get paid, we know that either the work its self or supplies will suffer to lower the cost. If someone would discount there work with out hesitation how long do you think that the roof would last or cost you in the long run? Becusae lets be honest, say there name, pause, you wouldnt highter me to install your roof if you didnt think i could do a great job and price was competitive right?
Is this not genius...?
It is