30 Minutes to President's Club | No-Nonsense Sales #297 - May Special: Negotiation ft. Chris Voss (part 2)
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May 14, 2024 
Negotiation expert Chris Voss shares tips on co-creating solutions, labeling positive actions, and using the 'Late Night DJ' voice in negotiations. Explore strategies like visualization, mastering silence, and breaking bad habits in sales for improved outcomes.
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Earning Discounts
- When offering discounts, avoid immediately agreeing to the buyer's initial request.
- Make them feel like they've earned it by using labels and getting their affirmation multiple times.
Affirming with Labels
- Use labels, not direct yes/no questions, to get the buyer to affirm their satisfaction with a proposed discount.
- Aim for three affirmations using labels like, "It seems like 5% would be a great deal for you."
Buyer Deflection Tactic
- Buyers who constantly defer to higher-ups often have more decision-making power than they let on.
- This deflection tactic is often used in sales negotiations.