6 Tips to Land Big Clients | Negotiation Tactics | Chris Voss
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- Опубликовано: 1 май 2022
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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
Thanks a million! 🍀 Just what I needed:
1. Accusations audit to kick-start the call
2. Asking label to “open the flood gates”
3. No-oriented q to get the “guard down”
Every time I listen to Chris Voss, it never stops amazing me...this Black Swan team is so wonderful..their insights are extra ordinary ....wish sometime get a chance to meet and learn from them..Wish them all the best 👍
Black Swan is pure gold!! Changed my life.. Alhumdulilah ✨🙌
1. Pull the data before the meeting, how long do they close
2. Asking label - seems like you have problems in mind to agree to meet with me: save calibrated questions for when the other side has time and energy. Asking labels get around prefrontal cortex.
3. If you don't get a good response, or they throw it back in you, you are the fool in the game, there is no proof of life, they aren't looking for a deal. Vision drives decision, if there is no vision, they don't want to do real business with you.
You’re blowing my mind with these videos. Such amazing great training in so little time.
Solid! Great refresh!
High value stuff.
Great talk!
That was freaking awesome.
Damn dude. Brandon is a killer. I love the motivation. Well said brother!
Just read his book, so much life changing advice. His book is genuinely top 5 books I've ever read and ive read alot.
sounds like the other four would be very impressive
Yeah, bro give other top 4
I really like Alan (hope I spelled right). Great tips that I can try using immediately
This clip has the most value out of those that I have seen so far. Good stuff. 👍
Start preso - would you like to start with top things on your mind before we begin the preso? Vs. being ‘ talked’ to as content expert
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The story about contractors giving you their BBB rating and going through their sales pitch is so relatable. What if they went straight to figuring out how they could help you? Imagine that.
How do you use accusation audits in email exchanges? The discovery call might happen, but I’ve got to get them to pick up the phone by reading my pitch.
You may leave immediately in our business when you ask just before closing the deal what problem they would like to have solved by closing the deal. They would wonder what you have been doing all along!
I think the reason why that company "Power" couldn't help themselves but keep brining up BBB and other things about their company, is because they are trying to build value. Most homeowners have only 1 question on their mind "HOW MUCH" ? How much is that roof, siding, window replacement is going to cost them? I am no expert, but I feel like if those companies jump straight to "X" in their process, maybe they will have less chances closing (is that what they think?). Just curious, if they come in the home to do a window presentation, and drop the price on them in 10-20 min them talking, what are the chances they will walk out with a deposit and a signed contract ? Thank you
Not very high… you want people to buy based on value not price. You need to build value and quality in your product. “Cheap things aren’t good and good things aren’t cheap”…, I tell people all the time “you can definitely find a cheaper company/product, but would you want to replace these windows again on a few years?” I’m guessing probably not
I would begin by avoiding giving power away to prospect. “…agreeing to meet with me…” sounds like your prospect in doing you a favor. Does your doctor ever thank you for agreeing to see him/her? NO!
You’d do well to know what the primary pain point is prior to YOU agreeing to meet. And, identify some basics as a filter in your sales funnel. All sales are a process of disqualification.
Yeah, his framing is disadvantageous. He doesn’t see himself as being of great if not potential great value to the prospect.
Chris Voss talks about the different types of negotiators. A lot of people do the power negotiation tactic where they spread their legs cross their arms or stands towering above the other to intimidate them. These kinds of people are always so concerned about being in charge and in control that anyone can easily tell them "you're in charge so do this" and they'll easily do anything.
Power negotiation doesn't work in the FBI because terrorists are all stubborn and want control. Chris Voss does it more subtly that the other party doesn't feel like they're being manipulated.
As Chris has said, a cut throat negotiator will have someone who prioritizes control, bled out on the floor before they even know what is happening.
😎
Funny I started listening because I thought it was about land clients, like people buying acreage and not 'landing' clients. Lol
So what happens when you discover you are the fool in the room? When your proof of life comes back negative. It seems like Black Swan would have a strategy to deal with that.
I think the strategy is don't waste your time and move on. 🤔
THIS IS SAUCE
What's next
Why is this blurred?
To protect the identity of the speaker, I would imagine.
To protect the identity of the speaker, I would imagine.
Yeah, they blur the clients. Probably so that their customers don't feel manipulated before they can have a conversation
I don't think I can afford this training.
The things they do here are definitely not for people with non discretionary income.
I'm in the life insurance space. Gonna have to chip away until I can afford it .
Sales Training 101. But your presentation bores the hell outta me. Liven it up! Speed! I'm gonna spend $$$ to be put to sleep? Naw.
It sounds like you're obviously not paying attention.
Lol, I understand where you’re coming from, as a former sales executive.
put to sleep?
Ok. Cool story. Your loss.
These are clips of consulting with specific people on their calls. They were the original audience being served.