30 Minutes to President's Club | No-Nonsense Sales #294 - May Special: Negotiation ft. Chris Voss (Part 1)
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May 7, 2024 
Negotiation expert Chris Voss shares valuable insights on labeling emotions, creating win-win situations, and handling discount requests in sales negotiations. Key takeaways include conditioning prospects for future interactions, avoiding distractions, and using inquisitive language to build trust during negotiations.
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Negotiation Tactics
- Switch from seeking yeses to seeking nos in your questions.
- Give people time back on calls; ask for more time than needed and end early.
The Power of Labels
- Use labels to understand a prospect's resistance, such as "Seems like the value is just not there for you."
- Labels hit the brain differently than questions, prompting less defensive responses.
Neurochemistry of Negotiation
- Making people feel understood releases oxytocin and serotonin, leading to bonding, honesty, and reduced demands.
- Feeling understood, not actual understanding, is key for deal acceleration.