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248 - Mastering Negotiation — with Chris Voss
The Futur with Chris Do
How to Tell the Truth
Asking clients to rate the likelihood of a deal on a scale of one to ten can make them pause and think, providing valuable insight into their level of interest./nHesitation or a lack of confidence in answering the question may indicate dishonesty or lack of interest./nThe way someone responds to the question reveals their thought process and level of conviction./nDynamic silence is a skill that can be used to create tension and prompt clients to fully consider their response.
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