Learn 6 negotiation tactics from Chris Voss

Chris Voss used to negotiate for the FBI. Many of his rules can be applied to sales conversations.

1. Tactical empathy

Show genuine understanding to make the prospect feel heard and create a collaborative atmosphere. However, be cautious - excessive empathy might hinder closing the deal.

2. Inflection

Use downward inflection to assert firm boundaries ("That's not possible.") and upward inflection to invite more information or correct misconceptions ("Let's have a call at...?").

3. Mirroring

Repeat the last few words of what the prospect says to encourage them to elaborate and reveal more information, such as responding with "outside your budget?" to prompt further discussion on pricing.

4. Labels

Use phrases like "It sounds like..." to acknowledge and clarify the prospect's feelings or situation without making assumptions, helping to advance the negotiation.

5. The power of no

Frame questions to elicit a 'no', making the prospect feel secure and in control, and often leading to more open and honest dialogue.

For example, ask "Is now a bad time to talk?" instead of "Have you got a few minutes to talk?"

6. Ask how, not why

Replace "why" questions, which can seem accusatory, with "how" questions to foster a cooperative response and keep negotiations constructive ("How am I supposed to do that?" instead of "Why would I do that?").

Read the full article here.

7 effective strategies for better negotiations

1. Prepare well

Know your product, the customer's needs, and your negotiation boundaries.

2. Build relationships

Use soft skills like active listening and empathy to connect with buyers and understand their needs.

3. Focus on value

Emphasize the benefits and ROI of your product, not just the price.

4. Aim for win-win

Work towards solutions that offer value to both sides.

5. Stay calm

Manage your emotions, even in tough negotiations.

6. Use silence

Let the buyer express their thoughts - it helps tailor your pitch.

7. Know when to walk away

Read the full article by the Highspot team.

Negotiate like a pro - 4 techniques

Sales negotiation tips from Harvard:

1. Frame your offer smartly

Explain why you can't meet their price, rather than criticizing their offer. It's more likely to sway them.

2. Focus on avoiding losses

People hate to lose more than they love to gain. Highlight what they'll lose without your deal to grab their interest.

3. Bundle gains, split losses

When negotiating, offer gains in one go but spread out losses. It feels better to people.

4. Keep justifications simple

Sometimes, less is more. Don't overexplain your offer - let its benefits be clear on their own.

Use these tips to make your negotiations smoother and more successful!

Read the full post here.

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