Effective questions for sales negotiations

Krysten Conner shares three key questions used by top sellers at Salesforce to navigate pricing negotiations effectively. Here are the insights:

• Ask "What did you have in mind?": This question helps uncover the buyer's true desires beyond just price. It encourages them to share their expectations for the deal.

• Respond with "What’s closer to what you were expecting?": Use this when buyers say a price is too high. It prompts them to explain their reasoning and reveal their price anchor.

• Inquire "What is a number you could get approved?": When faced with budget constraints, this question helps identify the buyer's realistic budget without immediately offering discounts.

These curiosity-based questions keep negotiations moving forward by focusing on open-ended dialogue rather than defensive price explanations.

Master negotiations with empathy

Jessica Green shares negotiation tips inspired by Chris Voss on the Jay Shetty podcast.

Here are the key takeaways:

• Adopt a positive mindset: Start with a positive frame of mind. Practice gratitude or think of abundance to clear negative thoughts.

• Empathize with the other party: Prepare to summarize the other party's perspective. This shows empathy and helps them feel understood, easing tension.

• Craft 'No' questions: Design questions to elicit a 'no' instead of a 'yes'. This approach helps the other party feel in control and think more clearly.

These strategies remind us that the best negotiators lead with empathy and emotional intelligence. Revisiting Chris Voss's book, Never Split the Difference, is recommended for further insights.

Master sales with FBI negotiation tactics

In the Sales Genius Podcast, Joe Ingram talks with Adele Gamberdele and Chip Massey about using FBI tactics for high-stakes negotiation in sales.

Here are some key lessons adapted for salespeople:

• Evolve your strategies: Avoid using outdated convincing methods from childhood. Adapt your communication strategies for better results.

• Forensic listening: Pay attention to emotional cues and themes in conversations. This helps you understand the other party better.

• Recognize themes: Identify recurring themes in sales meetings. Addressing these shows you are attentive and builds trust.

• Observe body language: Notice body movements and voice changes. These can reveal a person's emotional state.

• Reiterate key points: Repeat what was said in previous meetings to make others feel heard and validated.

• Use predictive statements: Encourage clients to share more by making predictive comments, similar to fortune tellers.

• Focus on genuine care: Align your arguments with the client's interests, showing you genuinely care about their needs.

• Start with agreement: Begin conversations with points of agreement to reduce resistance and facilitate dialogue.

• Engage with desires: Talk about customers' desires and feelings, not just their problems, to create a friendly atmosphere.

• Use silence effectively: Allow silence to build trust and give others the chance to express themselves when ready.

• Move off text: Avoid text communication for important negotiations. Use phone calls to convey tone and emotions better.

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