How To Talk ANYONE Into Doing ANYTHING (Seriously!) With Chris Voss | Salesman Podcast

commingle on today's episode of the salesmen podcast as a hostage negotiator we use human nature based principles that have been shown to work in every culture on the planet hostage negotiators in Tokyo Japan use the same skills that ones in Newark New Jersey use the same skills than once in Cape Town South Africa use so I know from having negotiated in every culture on the planet that this is a trap that everybody's had used on them over and over and over again we feel slimy because we got tricked into this a couple of times already and we were used as a result hello sales nation I will Baron host of the salesmen podcast and welcome to today's show on today's show we have the return of Chris Voss I'm going to say Chris Ross's last episode that we put out on YouTube is the the the most downloaded show that we've ever put out there so you guys obviously resonated with it and you guys obviously shared it so I appreciate that sales nation and today's show very specifically and it's almost a follow-up of what we talked about last time we're diving into the topic of getting anyone to do anything this hurt there's some morale kind of guidelines that come along with this show that we touch on a little bit but that's a sensitive topic if you want to learn more about Chris if you want to learn more about this topic you're going to learn more about negotiation and highly recommend this book never split the difference at available on Amazon it's available in the show notes over at Salesman read forward slash 186 you can also find this previous episode there as well and so with that all said let's jump into today's episode hey Chris and welcome back to the sales and podcast thanks well happy to be here it's a lot of fun to talk with you good I appreciate that and I appreciate your time and come back on the show and we're going to dive into a it's probably quite broad topic which will narrow down and we'll get tactical towards the end of the show perhaps or not perhaps for sure that's where I want to end up with this but the topic of the show how to talk anyone into anything sounds quite crazy and I want to start all this is if you're skilled enough is that possible is that sentence a feasible reality you know um it will always this always makes interactions better every single time what one caveat is if you talk somebody into something that they really want to do then they're not going to implement so but the amount of latitude that we have over what we do we don't do depends so much on what we care about it and how we perceive things that you know there's a reason why these skills are so powerful and a reason why somebody recently Adam grant recently wrote a piece called the dark side of emotional intelligence because this is so enormous the power so yeah there is use your powers for good and not evil on it so is that the key to all of this end we've props my object straight to the end of the show and we'll fill in the middle but if you've got other skills you can convince someone to do something are you but in reality are you convincing them to do it in the moment but if they really don't want to do it they're just going to fall back and never end up if you use it we use the word implementing the right well you know if you if you try to trap people with yes which is one of the most common things that that are done the next really makes deals that don't last you know we like to say yes there's nothing without how and what do you mean by that trapping people with yes what's for example uh would you like to make more money would you like to have more free time would you like to live in this vast mansion on a Hollywood Hills um you know it's it's kind of a trap of breadcrumbs and it's it's such a habit I actually had one of my students in the MBA course he had a he had a longtime client that he was notified that she was changing her her accounts he was an investment advisor and she was scared to talk to him she had her secretary call his secretary and they had he thought he had a great relationship with her and and he called her on the phone and she said you know I just I just didn't want you to talk me into something again that I didn't want to do and he didn't realize that he was using quote logic traps which were littered with answers to yes and it was so good at adept at talking her into things you know with the yes trap the mere agreement the yes momentum that he could always talk her into something on the phone he would sound so logical and she knew that there was something instinctively wrong with this and finally she didn't want to talk to him on the phone anymore at all and that's what ends up happening I mean if you use yes to trick people into something in a moment what happens is your deal falls through and they stop wanting to talk to you so you have to get out of it now the flip side of it is once you start dealing with people on an emotional level and understanding the Luise phrase know what their religion is because religion has been used throughout the centuries to talk people into ridiculous thing I mean there's these monumental pyramids in India that were that were that would be construction feats today and they were built a thousand years ago and they talk people into working their entire lives away for nothing because it would save their soul so if you know what somebody's religion is and you can tap into that when's the last time somebody talked hundreds of workers into working their entire life basically for food only and to be happy about it so this who crazy stuff that's that's available here and everything that I talk about is really predicated on your coming from a moral place and you know you have a good sense of right and wrong I've had conversations with some international banking friends of mine a good friend of mine is a head of an international bank and I say you know you know let me do this stuff because I can work magic with and he said well that's the problem is you're driven by moral principles and this kind of influence if you're driven by more principles than it's okay but if you're not that's why sociopaths take advantage of people because you use emotional intelligence to talk people into crazy things Charles Manson you know just some of this stuff once you really understand how powerful it is it's it's amazing which can get people to do and do we know all this innately and what I mean by that is that the the slimy and I'm using that word specifically online marketers who I know become an entrepreneur grow a business do this and this coincides with you know perhaps 10 years ago it was late-night advertisements for this miracle thing that's going to give you ABS I don't know that's just one example that comes to mind and obviously that resonated with me and I wanted ABS as a 16 year old even though that never happened but those come across a slimy and those adverts as you were saying hey do you want to lose weight hey do you want to have more free time hey do you wanna have free more money have more money these all coincide with that is that an innate feeling that we all have when we're approached this way that we feel that would be manipulated and we feel slime being gross because of it even though it perhaps it works in the moment Yeah right and because we've all been walked on that past so many times um and it happens in every culture I mean one of the advantages to my approach to negotiation if I can say it is as a hostage negotiator we use human nature based principles that have been shown to work in every culture on the planet set a hostage negotiators in Tokyo Japan use the same skills that once in Newark New Jersey use the same skills than once in Cape Town South Africa use the same skills in Manila in the Philippines because these are human nature based skills so I know from having negotiated in every culture on the planet that this is a trap that everybody's had used on them over and over and over again we feel slimy because we got tricked into this a couple of times already and we were used as a result and so now that's our instinctive reaction were like we're like battered children with yes I mean across the planet we all react the same way when somebody tries to trap us with yes and when we get fooled by it were mad at ourselves it's a friend of mine says look for the people to flat forehead and I said what do you talk about and that's he says that's the guy the one like oh my god yeah okay so we want to talk anyone into anything what is the first step here is it's finding the religion and we'll go through perhaps the first step rather than the biggest bang for book and we come on to that in a bit but what's the first thing that we should be doing moral implications aside for the moment what's the first step well the first step is you know do the crazy answers do the flip side of trying to get him to say yes and instead of looking no no as an obstacle knows a means and the first person whoever did this that I was coaching a political fundraiser and instead of saying would you like to take the White House back in November said have you given up on taking the White House back on over and so instead of looking at Noah's the enemy understanding what people what happens to somebody when they say no so when I say no I protect myself I automatically become more relaxed and I'm more interested in learning plus it also triggers something else that's very powerful the sense of laws and if some psychologists have believed that literally every single decision we make is based on our fear of loss I'm not sure if it's every decision but it's really high on the hip array and so if you can trigger a fear of loss um you should snap somebody's attention right away we send out a lot of emails on a regular basis to people who've stopped responding to us one-line emails if you given up on this project I tell people when you send that email be ready for an answer in three to five minutes and nearly a thousand percent of the time that's what happens the person as soon as they see it immediately responds and and and the guy who is uh I was explaining to the guys my book agent and in the midst of explaining it to him he says oh my god somebody just did this to me the other day and he said I had an immediate reaction and it was visceral and I had to reach out to him right away and I and he said I didn't realize that happened at the time until you explained it to me the two important points about that is number one you get an immediate reaction and number two they have no idea that you triggered it so while it is an immediate and visceral reaction on their part they don't necessarily connect the two but they connect it to the environment and they actually see with somebody the kind of rescuing so when they reach out to you having been hit with this electric jolt they're in a very positive frame of mind to you and very open the talk it's it's ridiculously powerful I've got a big grin on my face Chris because I am literally going to send that email to our email list when this show goes live probably cut this bit the show and make it into a separate video because it isn't that super actionable and useful and it has the the depth of the psychology panned as well so everyone there's give you several people listening to the show now who will get the email open it and it probably something along the lines of have you given up on the salesman podcast or something like that and then they'll realize that I'm talking about this show that I just listened to that we face palming that they've just been a there's been influence that way and moving on from that then so you've got your you've got you know you've got a series of these perhaps in place what is the next step to go deeper and and if it isn't finding the religion perhaps being contacts you really piqued my interest with that I feel like the there's a there's a lot to go out with with that particular topic in general it's a perfect question because once you've created this cattle-prod of a response that the question is where to from there and the answer to is that's when you really want to drive for that's right response from the other person because that triggers again it triggers multiple things psychologically that work in your favor and I've got a friend of mine a client that we're coaching now who's with one of the large mega internet providers and he says and more often than not when I employ this people talk themselves into the deal that I wanted all along and triggering that's right we say that's right when we've reached an epiphany moment I mean and you know you never say when you completely completely pronounced something is the complete and utter truth you never say you're right you say that's right that's actually where you want to go right after you trigger them now many cases if you need to trigger the know to get a non responder going again you know they've got some dilemma in their life that they're struggling with they're trying to obtain an epiphany some sort of clarity anyway and when you clear their mind enough so that they're open to an epiphany or clarity you want that that's right response and at that moment you know here's the range of deals that have been triggered that were almost immediately made on the spot Tara's case ten million dollar ransom demand we took them from ten million dollars zero in one conversation when we got a terrorist sociopathic killer to say that's right to something that we just put in front of them what's that I don't know if you can dive into that all but what what would be the wording the questions and what I paint a bit more of a picture around that because that sounds fascinating it is the hard part articulating their point of view stating in a way that almost sounds like it's against your interests and that's the big barrier for everyone in triggering that that's right moment because what we had when I coach my negotiator what I really am is it an international deal making coach I coach far more negotiations that I've ever been anak you know I flatter myself to think of myself as Phil Jackson you know the NBA coach Phil Jackson was a fairly good NBA player he's one of the best coaches that ever lived because he studied it so hard and he had to struggle as a player to get better it wasn't natural to he never started on any NBA team is more championships rings than anybody else and I coach people but getting back to your question what are we trying to do articulate it from their point of view with this particular Terrace we said you know you're not seeking ransom you're looking for economic damages because the people of your region have been harmed and gone on through 500 years of oppression from the Spanish to the Japanese to the Americans which was all the nonsense that he was spewing when we speared his nonsense right back to him and then added back into him how he felt about it which essentially completely took all of his punch all the power out of his punches it's amazing what you do to someone with someone when you beat them to the punch on what they want to say it just kind of leaves takes a wind out of their sails and then they feel connected to and they want to cooperate with you if we could do it with a sociopath then you could do with anybody and we did and so we articulated completely from his point of view and he literally said on the phone to the negotiator that I was coaching he said that's right and we went from 10 million dollars to zero in one conversation take the same thing pharmaceutical sales person she's trying to sell a doctor who's on her in her territory he's just not buying the latest drug the hottest drug that they have from this fungus from her her cult corporation and she realizes that she's got articulated from his point of view she makes an appointment with him she sits down and again she basically what most people would say is almost bad-mouths her position she said you know you're not just going to buy some drug for me because it's a high profit drug you know your patients are important to you you see them more just patients but they're people and you're responsible for their lives and you're not just gonna take my latest product from me because I'm trying to sell it almost as if she's trying to talk him out of the deal flirting with that almost she said he turned and looked at her as if it was the first time he'd ever seen her and he said that's rank and the barriers came down and she made the sale so how'd you go then from the ex I appreciate that from the standpoint of building rapport building trust at Bill and massive trust in an instant how did you go then from undermining your message and perhaps why you're there in the first place somewhat to then getting them to change their mind and accepting to the pharmaceutical sales example for them to go hey okay you run my wavelength you understand where I'm coming from how do you stop them just going okay fine and then shutting the door in your face and versus going hey okay maybe I need to rethink this and I will end up buying it if that makes sense right well that's a horrifying that that they'll say that's right and in slam the door no face and the the scary thing about this is is that never happens um I think I've literally coached thousands of people with this method and not one time is anyone gotten a negative response to it that's right not one single time is the door been slammed or the conversation even taken a turn for the worse why not because it seems logical that you in that situation again the the doctor goes yes that's right okay why are you still here okay I'm busy let me get on with what I'm doing even though I appreciate that perhaps they are you know they've built that rapport they build that trust and he might you know be thinking his head well next time she comes in I'll speak to her because she'll be straight with me but how why I'm not getting is the I'm getting that it works in reality what I don't understand is the psychology behind why why because it seems counterintuitive like the the naval psychology about why it actually makes a difference well one of the reasons is and some of this has been actually shown scientifically is that when we identify negatives or when we identify barriers we simply identify them I don't know who thought this up there was actually a scientific experiment that was conducted where wires were connected to the amygdala which is where often all of our thoughts on our brain roll through the amygdala some people refer to it as reptile brain some people for it as a caveman brain it literally colors puts a spin on every single thought that we have and now with magnetic resonance imaging being used on brains we can track electrical activity in brains and now they've isolated with a negative activity in the amygdala is and with a positive activity in the middle and in this portion of the brain is actually about four times as much real estate if you will dedicated processing negative thoughts as opposed to positive thoughts and that's when negative thoughts are almost four times or barriers to any deal and while what appreciation does is it quiets this part of the brain and they've shown in in these experiments that when barriers are simply identified the electrical activity and the negative part of the brain drops dramatically which means the negative thoughts that are getting in the way that barriers to our deals almost disappeared sort of leaving the positive side function and giving it the ability to take over one of our philosophies is is that if you can eliminate the barriers there's a pretty good chance of patas positives will take over and make your deal for you as one of my clients says more often than not which is actually Las Vegas odds if you have more often than not you bet on seven then you go to seven and you walk you bet on seven you walk away billion very quickly more often than not the positive takes over and makes the deal for you or worst case scenario and it's a flipside of never be mean to someone who could hurt you by doing nothing literally everybody we interact with has the ability to hurt us by doing nothing if you're willing to accept that then the flipside is true that can always help us by doing something positive even if it's moving us towards the front of the line the top of their inbox instead of the bottom of their inbox make somebody mad who's an order taker and your order goes to the bottom of the inbox so they always have the ability to hurt you they can always hurt you they can always help you and one more maximum to understand never be so sure of what you want that you wouldn't take something better don't take tunnel vision into a deal focused on a goal means you have tunnel vision so you have to be a little bit flexible you have to be willing to the ridiculous to see what happens with that that's right not knowing where it's going to go but just take it from the deal maker and coach the hostage negotiator it's going to be good well it fantastic thanks for sharing that let's clear it for me and it's it seems like you've almost got to take the potential it may happen one step back but then the guard drops the reptilian barriers that are up to protect you physically that might not shouldn't be in necessarily involved in negotiation drop so it allows you to that one step back which brings you 50 steps forward which is good I understand that by now so appreciate that Chris you've teased us a little bit with it but I think this is perhaps the most important thing about what we're going to talk about today because this allows us to get to that that question that shifts everything in our favor and that is understanding the other person's viewpoint now is this something that you that we should learn as a skill to be able to do in the moments when we meet that person that there's a series of questions or you know you've got your experience and your knowledge to able to do it on the fly ad hoc or should we be doing massive research before the fact to get as bad as best to pictures what we possibly can about that individual and their viewpoints before we even walk in the room all right some research some people want to do massive amounts of research and are horrified at getting caught off guard at the table and they will spend two weeks trying to find out answers that they could have gotten in 10 minutes in a negotiation so first of all look at the negotiation process is part of your research do enough so that the other person feels like you took the time to find out about them but the rest of it they're dying to tell you they're not only dying to tell you but they're dying to put their spin on it so minimal amount of appreciation I would say that there's a seven to one rate of return in the first 10 minutes to hour of prep 10 minutes to hour of research once you start going past an hour of preparation you're probably wasting your time you're probably doing a very inefficient so showing enough appreciation that you've taken the time to look at them initially doing what's called good at cold reads and a lot of it doesn't take a genius to figure out it's just a we're afraid to say and as soon as you start talking about from the other person's perspective they want to go they're going to want to say that's right and then they're going to want to add to it they're going to want to give you even more information like if if you're a sales person you know does it take a genius to say to somebody on the other side you know I bet you're tired of salespeople who talked you into things that you really don't want the person on the other side is going to say to themselves this is an interesting guy and that's the kind of phrase because at that moment they're completely focused on you the noise in their head has gone away a lot less worried and they're really kind of interested in hearing what you have to say next which is the moment you're trying to create at that point in time there at least listening that's where you're trying to go and how deep do we have to go with these questions because that question of you know about you're sick of salespeople wasting your time you could go one step deeper of I know you're a very busy person because of X Y Zed are you go deeper that you know you are clearly very busy in your job so this is affecting your personal life and so I wanna you know I wanna my service helps you you know spend more time with your family and you can go deeper and deeper deep with the questions how do you how do you know how deep you have to go and is it always better to go as deep as you possibly can with this or is there a is there a sweet point um experiment a little bit with it by being willing to go silent some people are horrified at going silent a conversation because they feel that they've lost control well secret to gaining the upper hand in negotiations given the other side the illusion of control and must much of that is taking a moment it's a it's an actual skill is called an effective pause and it's called an effective pause because it's effective so you'll stop occasionally and you'll let them respond and let them fill in the silence and typically silence in most cases in context is people means people want to hear more if you go silent you're signaling to the person you want to listen which people love if they go silent that means they're guarded but they want to hear more and so their silence can be a trigger for you to talk some more so if you go in terribly waiting for the moment when they start talking themselves into a deal I mean they can't talk themselves into the deal if you're talking and no deal sticks like one that they've talked themselves into um you talk them into a deal and you get what happened with my student and his client they stop talking to you not only that but they tell they they'll only talk communicate to you through others when they talk themselves into deals then here's a flipside they talk to you all the time you would have to manage that which is a great problem that brilliant and I want I put this part the show Chris with perhaps the end of this process somewhat in that how do you know when you're ready to walk away from the negotiation you think it's all wrapped up when you think you have got anyone to do anything how do you know whether that's actually stuck whether they are just fall out lying to get you out their office so that they can follow of the assistant and tell you in a play email to you know the sod off and don't come back and how do you know because there's very degrees of that of when they're just lying you know to your face when they are perhaps you know semi warm lukewarm to the idea and then the far end is perhaps when they they think they're engaged they think they're on board and then a few hours later they realize that though it isn't for them how do you judge that and again the follow-up questions that will be how do you then or what what you do with that information well a great question and there's two things to do yes there's nothing without how so if you think they're agreeing just to get you out of the office and they're not going to implement first of all your instincts are probably pretty good you know this mystical thing called intuition is recognition and it's so if your gut instinct this is something here is that just give me yes yes yes to get me out of the office then pivot to your house yes there's nothing without how how are we going to implement this how's this going to happen and double down on the house a couple of times when they go dead silent on the house it tells you one of two things either they were lying to you or they just haven't thought it through and no lying is so common because as a defensive reaction because people don't know where to go the tide of being trapped with yes so you gotta pivot to how anyway and they may not have thought it through there's no difference between someone who has no idea how to get something done and someone who's can overtly lying to you and in deevak the case it's not going to happen and you have to solve the how anyone the sooner you pivot to how the sooner you know whether or not you've got a deal the second part is um if you think that you've done everything you can and there's no feel to be had and I had so many people I've coached and pulled no deal into a real deal out of the fire by simply finishing this because it's most important how you finish a conversation people don't remember conversations how they happen they remember for the most intense moment and how they end now our Broadway in the United States is known this for ever when they say you know give them a good finish and they'll forgive you for anything so you always want to make sure your conversations end on a positive note and a great way to tie up a conversation is I appreciate your time it seems like there's nothing I could say to make this work out well your intention is is to show them respect and you want to inter on a positive note and show them that you can have no deal and walk away and more often than not very high percentage at a time the other person has responded in the moment and said you know what here's what it would take so you ask that question and you leave a pause is that correct exactly right seems like there's nothing I could do to make this work a cause is three seconds which when you get used to it is a very quick time when you're not used to pauses it's like an eternity yeah but three seconds is is is all you have to wait and and look at them and at that point of time either they're coming back with what they need to make the deal or um - shaking your hand and you're asking they're thanking you for the time fantastic I feel that this is we've gone through this very quickly but this is almost a one on 101 of negotiation so I really appreciate that Chris I feel like we've gone from start to finish here and I'll write this up in the show notes as well for everyone listening and we'll talk about your book in a minute which is clearly the best resource if anyone wants to dive into this further but I've got a few questions that I ask everyone comes on the show Chris these are quickfire questions but if you feel like it leads a longer answer feel free to dive a bit deeper into it first one which you prefer rope or rock or pop music you know I'm a little bit of a classic rock guy I'm willing to admit that nice what if possible dollar size what's the biggest deal you've ever closed all right I've coached someone through a billion dollar deal I personally closed million-dollar deals but I've coached much bigger deals than I've ever been involved in and a current client now has closed hundred million dollar deals with the same skills that we use between a husband and a wife over Christmas tree love it okay next one what is one book of resource over the neurone that you recommend the sales and podcast audience um you know a colleague in town here a guy named Christopher CAI has got a book out there that I like called big-game hunting which is about networking and I like Chris's book a lot he's a really innovative guy he's also a student of Keith Ferrazzi who wrote the all-time classic never eat alone which is also a networking book which happened to be co-written by my off my co-author tall Ross both of those books are really good and I don't throw one more book out anything written by Adam grant and him grants got give and taking originals out there those two books and grants a brilliant guy I like his stuff nice well they told I'm in the show notes over it salesmen don't read Chris what does the first 60 minutes of your morning look like I'm chewing myself up mentally a couple of different meditations very short sweet things I know that appreciation puts me in a positive frame of mind which then means I'm smarter I'm very mercenary about my appreciation so you know I'll get out of bed and I want I want to cue myself up into an appreciative mindset so that I will enjoy the day I write down things that I'm grateful for start today so then spiritually it's good for me and and intellectually I'm smarter the the more positive my frame of mind is the more I enjoy the day as opposed to being inflicted with love it I'm glad you brought up gratitude it's something that comes up with the highly successful people that come on the show like yourself it's something that when I first started mention it on the show I got responses from the audience of our it's a bit whoo whoo and hippie-ish to be writing down things that you're grateful for every moment every morning but something I do and I well there is Studies in the psychology behind it but it's enough for me that I feel that when I write down the five things I'm grateful for the usually start off being the obvious ones I have got a roof over my head by the time I get to the fifth or sixth it's something that I probably never really thought about before and so it does make me ponder for that second and that's enough to get me out with the you wake up and you just want to get on with the work and you want to get home kind of mindset it allows you to be more in the moment and I carries with me for at least a lunchtime and then it goes out the window maybe I need to do it again at lunch that's but Chris I've got one final question for you and it seems you've been on the show before you've answered this so I'm going to twist it around slightly if you could sit down with every single person who's listening to this show now mainly b2b millennial salespeople what would be the one piece of advice you'd give them that goes across all industries that goes across all job types what's the one piece of advice you'd give them to help them become better at selling you don't by and large if you just step back a little bit not a lot if you just step back and start taking the attitude let's let's make time work for me a little more you know let's let's engage in a great process and let the deals come to me as soon as I try to put in the mindset you know let this come to me I will encourage it you know that doesn't mean let it come to you passively still continue to encourage it I make a lot more deals if I go from encouraging it to come to me and letting it come to me than if I go after it this isn't this is not a passive approach is probably just dialing down just a little bit and it used to lase to save time and and you'll be pleasantly surprised as how much more you get done nice I love it Chris with that always tells two things and we tell us a little bit about your book and then when he tells a little bit about your newsletter as well because I feel that's going to be really useful for anyone that is perhaps enjoy the show once a bit more and then you know obviously then eventually they'll buy your book I'm sure this might be a nice leeway towards that all right well you know the book is an easy read and that's why I got the co-author that I got tall Roz because I knew he would design the book too so you could take any information very very quickly you know the crazy thing the reviews on amazon.com you know tall symphony an email the other day saying you know literally at least one in every three review says the book is life-changing and all the others that that are positive and every now and then somebody throws in a negative or how about how easy was to absorb the information how quickly you could pick it up a lot of people start talking about cutting deals when they're third of the way through the book well you know one one executive sent me an email said saying that you know bought the book read it on a plane on the way to a deal did a couple things that he read on a plane and got the deal two weeks early you know all of this is B says that the books easy to absorb if you're open to trying counterintuitive ideas you will download this information really quickly another colleague / client um read has read the book three times already which again tells you and and he's not Einstein you know he's not reading the dictionary to learn an English language it tells you that the book is absorbable and you can pull it in quickly and consistently people are making great deals with it and you know they're not bragging about how they killed anybody because you when you kill somebody in a deal what you've done is let somebody resentful behind you and that's bad for business um so there isn't anybody said you know I slaughtered this guy and he'll never be the same you know it's bad for your reputation longtime so this is also about making great deals and having people who want to continue to deal with you and just share what was where we can sign up for your newsletter as well - there's a lot of value in that yeah the newsletter comes out twice a month and we're always adding depth and specifics to what I talked about in the book and so you know website is Black Swan Ltd calm and we've got a tab on on the menu bar at the top on the right a link to the blog it pulls you into the blog you can see all the things that we've written recently in the past and you sign up and and you get first crack at the information which comes out twice a month and and a lot of people are really enjoying reading that it it adds to the depth of knowledge it also helps sort of queue them up that day for how they want to how they want to negotiate the pieces that we write are short nothing is more than a thousand words so you know everybody's busy we want to help you get an edge each and every day that you go out into the jungle good stuff we're willing to all that in the show notes are it salesmen don't read and without Chris I want to thank you for your time again I want to thank you for your insights I use the word counterintuitive then and a lot of them are which makes them special seemingly special to you and so I appreciate all the work you've done in this field I appreciate you being able to come on the show and put it across so succinctly and with that want to thank you for joining us on the salesman podcast it's my pleasure thanks for having me off and there we have it thank you Chris for coming on the show I appreciate it thank you sales nation for listening guys you driving round to your sales meetings and of course watching this on YouTube as well I'm waving to everyone who's watching this on youtube right now and if you haven't already as well worth checking out Conor Burt's episode yesterday where we dive into not the tips tactics and techniques of sales but how to more effectively learn them so you can compound your sales growth by investing into that episode that's available at seldom don't read forward slash one-eight-five and we've that all set I'll speak to you all again tomorrow you

Channel: Salesman․com

Views: 828,388

Keywords: Salesman Podcast, Chris Voss, never split the difference, the salesman podcast, chris voss interview, negotiation, how to negotiate, chris voss fbi, black swan group, negotiation skills, getting to yes, chris voss negotiation, negotiation tips, negotiation tactics, how to improve negotiating skills, negotiation strategies, chris voss black swan, how to negotiate salary, how to negotiate and close, how to be a better negotiator, the school of greatness, the black swan group

Id: YNqpQ3zi8iQ

Length: 40min 15sec (2415 seconds)

Published: Mon Aug 15 2016