A FBI Hostage Negotiators Guide To Selling To Professional Buyers With Chris Voss | Salesman Podcast

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Want to learn how to successful sell to anyone? This episode with Chris Voss is for you!
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Chris Voss is a ex international kidnapping negotiator for the Federal Bureau of Investigation and of course a negotiation expert.
On today’s episode of the Salesman Podcast Chris explains the steps we need to take to sell to professional buyers.
You're going to learn how to talk anyone into doing anything
What you will learn in this episode:
- Why it’s important to to be able to strategically say no to procurement officers
- The importance of understanding the tactics that are going to be used against you to get you to drop your price
- How closing the deal at certain times of the month gives you the advantage
-- Guest info --
A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world.
He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations.
Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others.

[@wcmontana]

The first two minutes of this alone were amazing. Chris Voss is so, so good.

[@SalesmanPodcast]

Glad you're enjoying the show.

[@pacu7102]

Hi, procurement manager here. I never knew people feared procurement so much but I guess I’m also not your typical procurement manager. My goal has always been to provide value to my stakeholders while building long lasting relationships with suppliers. My favorite quote is from John Glenn. “As I hurtled through space, one thought kept crossing my mind - every part of this rocket was supplied by the lowest bidder.”

[@SalesmanPodcast]

Thanks for sharing!

[@mensurterzic8395]

Great interview. Listening to Mr. Voss for a period. How to deal with facts which are not in your favor?

[@thisbusinessofmusic1276]

The best way to stop people wearing you down or using tactics on you is, the moment you realize that youre being manipulated is to just say, lets re-schedule this, and walk away and never re-schedule. Ive sold stuff on Kijiji and I try to price things fairly, but theres always some people that want it for far less. So, easy tactic is just to agree to sell the item for what theyre asking, take their phone number, and say," If I cant get what Im asking for this, I will sell it to you for $20 less than youve offered, but youll have to wait until others have had the chance to buy it at the asking price." Take the guys name and number and burn it.

[@GH-rw1rz]

Solid interview Thank You

[@silvyakeller2056]

Great interview, solid tools to utilize!

[@olfssen]

Good interview, good questions with inspiring answers!

[@AZTigerMMA]

15:00 gold nugget

[@SalesmanPodcast]

Thanks for the timestamp!

[@stephanx2384]

True, but only stupid buyers ask closed questions.

[@bulldog3512]

No, That’s right, label, mirror, Pause, voice inflection, tactical empathy, sorry, I’m afraid, this doesn’t work for me. How and what, no Buts or why’s. Pauses…silence. Would it be ridiculous for us to sit in the VIP Section?

[@LinYouToo]

Starts at 2:20

[@HandMeDeals]

This book is golden

[@SalesmanPodcast]

It's a great resource! :)

[@BearWolf21]

Chris: You have got my attention.

[@Darkfreestyler]

17:01 - Didn't catch that. Which name did he say?

[@knueppeldick]

Maybe he meant Terry Waite.

[@jasminerose3138]

I do this with my children constantly...lol

[@MR-te5fk]

Would have been great if he didn’t cut him off right when Chris was saying how he dealt with the procurement case.

[@donk.2070]

Great topic and author. It's too bad that the HOST is talking sooo much. Great HOSTS 'LISTEN' , & ONLY ask good concise questions. Too bad Chris - the guest - must listen to an interviewer chat chat chat.... Thanks for your patience Chris ! All the Best to you...

[@SalesmanPodcast]

It's a conversation. It gets a bit weird when I'm silent.

[@donk.2070]

I may sound a bit harsh SalesPod, but I really appreciate your strength when you concisely ask a question, and let the Chris V. answer it thoroughly. Nobody was ever fired for listening! All the best, thanks for trying...

[@ezequieloyarzabalmarketing8696]

@@donk.2070 totally agree with you! So large questions

[@JohnSynnott]

Tenders have killed negotiations

[@wanderingbear9961]

I field tested Mr. Voss's ideas and extended them for everyday use in my book Negotiate Like A Natural. Going to make some videos too shortly. Check them out on my channel.

[@zibba007]

The number one rule in sales is being silent and listen. This interviewer is bad at it. I doubt he is a good salesman.

[@LucasGarrow]

You mean 21:30 ?

[@miciu300]

I like to watch Chris lectures/podcasts but this one showed me that he doesn't know anything about Procurement/Purchasing process and tactics ;) sorry. Good relations between buyer/seller is crucial right now, and when you are selling something to a pro buyer you need to know that probably he is already at the same level of negotiations with your competitors. You need to have a win-win here, for example, as a salesman help the buyer to improve lead time or propose a good guarantee, so he will not live you without margin or without a deal. You don't have to have the best price, but you need to be respectable, professional and easy-to-work-with. It's that simple. Also when a pro buyer will tell his boss that it's hard to cooperate with a salesman and negotiation is over, the boss will not yell at him (@Chris, c'mon!). He will simply tell him OK and probably accept the change of supplier (or will accept some other solution), which should be proposed during the same conversation from him :) Otherways it's not a pro buyer. The book is very good tho'.

[@TimothyBarson]

How would a hostage negotiator know about procurement?

[@wcmontana]

The first two minutes of this alone were amazing. Chris Voss is so, so good.

[@SalesmanPodcast]

Glad you;'re enjoying the show.