I was just reading "How to Win Friends and Influence People" and this is EXACTLY what the chapter I was reading is talking about. You have "validate" the opinions of someone you want to influence FIRST, before you can actually start to introduce them to new ideas, products, etc.
haha emailed a guy (with the "are you over this ...xxx") I have been chasing for 4 months to sign a distributor agreement. WITHIN 8 minutes I had an apology for non response and a date for delivery of the agreement. TY Chris
I absolutely love that you asked questions, and then let him talk. He almost seemed a bit off guard by it, and it was really refreshing to fully hear some of his points without interruptions. Thanks for that
I just sent a text to a client with the line "Have you given up on this project ? Should I not continue you to present opportunities?" He responded in less than One minute-- NO. Thank you Chris!!!!
I used the "Did you give up?" email yesterday to prompt a client who had gone silent for three months. He responded with an apology and, although the deal is dead, at least I can use my time more efficiently on other things in my business pipeline. Great stuff. Thanks!!
Starting early is the best way of getting ahead to build wealth,investing remains the priority. Forex trading has plenty of opportunities to earn a decent payout, with the right skills and proper understanding of how the market works
@@michaellukes9855 I agree with you, I had a friend in the office who lived well but never had an investment, unfortunately his job ended so he went from living well to surviving
18:05 The why is that making someone feel understood and listened to is hardly a bad thing. That goes for all social interactions. Carnegie talks about this in How to win friends and influence people. Genuinely listening to people and seeing things the way they do is the most powerful conversational lubricant out there (I’d argue)
Just sent this to my sons. Both in sales. I realize, after hearing this, that my success in sales was partially because I unconsciously used these techniques. It took me 7 years of trial and error to learn some of this stuff.
Live the fact he mentions appreciation. That’s clearly huge. Clearly. It’s about energy. And then his last answer, is, step back, and encourage it from them, don’t go after it. It’s not passive, but yeah let it come.
I'm not a sales person, I'm trying to learn to convince someone into changing their mind about a decision that's had negative consequence for me. Soo I'm trying to learn how I can change their mind.
This is obviously good, but I’d also recommend the book Boundaries: When to Say Yes and How to Say No. Be warned it is a bit overly religious for me, and I consider myself religious, but even so that book changed my life. To start, I would say maybe change your goal from trying to talk someone else into making a different decision to determining how you can find ways to enforce your boundaries in such a way that THEY get the negative impact for their behavior and YOU don’t ever get hurt directly by any decisions they are making other than feeling bad for them that they are not choosing to live their fullest life.
I believe the way Chris has explained the relationship between appreciation and the fear response in the amygdala basically identifies the mechanism that the crowd doing the "create your own reality" stuff have fallen short on. identify the barrier and it dissolves Anyhow, However Chris describes applying the appreciation to the amygdala as a way to quite the negative part of it is something that every other video or tutorial on visualizations I have watched described but failed to do it effectively as Chris has done. I realize this isnt a direct intention of Chris and I feel like there could be many people that could benefit from his amygdala talk that are searching for happiness and shit not just trying to close deals. You touched on it briefly in this video and I believe you should expand on it and get a thats right from a additonal few I am just taking a moment to make known that I have made this connection and I believe it to be a huge breakthrough for my life. Thanks for this video and thanks for Chris existing in the present moment. keep up the Great Work
Much of this information originates from the author of "Influence," by Robert Cialdini (pronounced Chilldini) written in the 80's and just updated. He did his own experiments and discovered this research, unlike the majority of authors who use his work. Also great to read "How to think like a Freak,' the authors from Freakonomics. Fabulous research.
Love hearing Chris Voss. Was surprised to hear him mention how the amazing monumental temples in India (and Southeast Asia) have been built. By using threat, fear (religion) and slave labor, a ruler can only build geometric architecture, ie the Pyramids. To build works of art by artisans, you have to inspire them...talking someone into doing something you want is persuasion. Getting someone to dedicate ones entire life to a single art project requires INSPIRATION.
I love this host’s voice and energy! It is great for this format. I do wish he would consolidate his questions. He tends to ask a questions as if giving a multiple choice test. “What’s the first step?” and letting him answer, for example, has better flow than all of the footnotes and disclaimers. Still, I am becoming a fan of Mr. Voss and this video provided good information. Thank you
Thank you for this... I used the YES question my boss trained me to do when I did d2d sales. He called it the T-close. I much prefer the Golden rule. My grandmother taught me how to give and I liked the feeling I got when people appreciated it... Not many people did... It was like giving a rich man money. No wonder there's some people I like without good reason. There are many people in my life that use the YES questions against me... This may help me with life against those who use this if they have negative intentions. Thanks for giving.
“Never be mean to someone who can hurt you by doing nothing.” I think how people treat people (who are not direct facilitators of what they are doing) speaks volumes about that person.
@@tronlady1 he talks about this at 20:46 in the video, the way I understood this is if you are looking for engagement or a positive emotional response from someone (in order to resolve a conflict, or sell them a product or close a deal, etc), if they do nothing, you didn’t accomplish your goal. Particularly if it’s someone like a receptionist who may not be directly involved in the situation, but that person, by doing nothing ( because you were unkind to them) now doesn’t let someone know you stopped by, doesn’t pass along your business card or info to the right person) can hurt you by reducing your chance of getting the meeting, etc. At least that’s how I took it, maybe you want to ask Chris 😉
"When barriers are identified, they seem to almost disappear, leaving the positive side to function and allow it to take over"- well said.....I notice this all the time in my industry.....all about transparency and honesty. Great video!
Barriers are points of tension that could negatively impact a point of view that a person has had with you, bring it up to them and acknowledge their concerns and they will more likely see whatever else to be ‘clear’ even when they haven’t factored the whole deal yet. Emotional weakness.
As someone who works as a "meter maid", I wanna try to explain what I think is the best approach when getting a ticket. As Chris said, you need to show that you understand the other person. So how do you do that with a meter maid? You say something like: "Don't worry, I am not gonna argue with you or try and talk myself out. I realize you have a tough job with people yelling and arguing all the time and I understand that once you printed the ticket out, you can't undo it and I know it's not personal." Best case scenario, she will disagree with you and tell you that she can still take it back, worst case scenario; if she really can't take it back she will agree with you and answer: "that's right!" But now you showed that you understand her and even got her to agree with you, so now she is willing to help you as much as she can.
The power if "No" as it triggers a fear of loss in the other person. Ie. Have you giving up on love? Have you given up on your financial future? Get them to say "Thsts Right" after using the power of no
Chris Voss is really onto something. How many times have been sales assaulted and just wanted out from the start? Get to "No" is brilliant, focus on the process is brilliant. These are things that shatter barriers separating people. You are safe with your "no" and I am good with that, now we can actually talk. I want to learn and practice this, not for personal gain, and that it will bring I am sure, but because I want to communicate with people instead of attempt to out talk them one time. I give this guy, salesman podcast guy credit for seeing the worth of Chris Voss. I will continue to watch to see if he is onto anything else. This is a trend, we will learn more about this, Voss knows a little known truth. That makes this a big deal.
"I want to learn and practice this... ...because I want to communicate with people instead of attempt to out talk them one time." This is something many other people should practice as well. I'm certainly guilty of reflexively attempting to out-logic people (often with objective success), but I do realize that 90% of the time, the other person may run out of rebuttals, but has not been convinced of anything I've said.
If you're looking for results you should be putting this into practice yourself. You can data collect all you want, but you will never know how it works for you unless you, yourself, put it to use. Go open Zillow.com and make a bunch of bogus offers on for sale buy owner houses. Or attempt to sell them a service to sell their houses. Anything will do that has no real world consequence, and you will get confirmation regardless if it's a yes or no on does it work.
I like that you are very inquisitive. The questions you ask are the exact same thing I am asking so I know I will get as much information as possible watching your videos. Thank you!!!
21:41 - “be open to the ridiculous ‘that’s right!’, take it from the deal maker, the coach…HAHA!…the hostage negotiator, it’s gonna be good!”…Voss’s laugh in that statement😂with 100% absolute certainty that he’s the GOAT when it comes to “The Art of The Deal!”…I love Voss…Never Split The Difference is hands down one of my favorite books of any genre…it covered everything!!
I love finding this stuff, because i love teaching my kids how to navigate the world as it actually is. No sugarcoating! Kids can not function well today because some parents do no take the time out to provide them with rational guidance. And this leaves them to be more vulnerable in life to danger!!! So yes you are responsible for your child's poor choices. "oh well they are an adult and know better" Obviously they do not know better...... I wonder why that is....
I’ve heard two interviews with Voss and bought his book, reading the incident about the $10M negotiation; 3 times in 12 hours and it still blows my mind. The logic he uses for negotiation is irrefutable. Instant fan.
@@johnbradley5236 ~ just RU-vid it Any you hear will be awesome but the ones I heard were live. This was when he was going around the nation promoting his book several years back
Brilliant . . . of course, it's Chris Voss. I listened to his book three times in a row a couple years ago. I'm goint to read again. Best book! I love this channel---very grateful for it. I subbed :-)
I listened to this video on my 1 hour commute to work, there is so much great information has been covered in this video. I have been a Marine Corps recruiter, where is learned "the art of the deal" and so many items that are covered here were taught to me and the recruiters school in CA. The psychology of the deal and the way the human brain can be triggered or "manipulated" is what interests me the most out of all the topics covered in the interview. Thanks, again for a great video with an amazing mentor!
+David Carter glad you enjoyed the show. You can download the show on all the podcast apps, that might be better for you to listen to whilst driving :).
Guys, this is pure genius!! From being single for years to getting a dream girl within' 3 videos in! Dead serious. Chris Voss... honestly thanks, men. Your the best. True story.
You're probably too busy to answer this, but I wanted you to know you did amazing job with Chris. So good questions and, of course fabulous answers as well. I'll listen to this atleast one more time. Cheers!
Hahaha…yeah I call it the “Break Up Message!”…I say something similar… “Well Bob, i see you’re to busy to respond so I’m letting you know that this is the last response you’ll be getting from me…not sure where we can even go from here, but I want to wish you well!” EVERY SINGLE TIME I get a message back… “WAIT, WAIT, WAIT!…my wife’s, sisters, mother-in-law’s brothers best friend is in the hospital with stage 4 Hodgkin Lymphoma and I wasn’t able to respond!” Sure Bob…for 4 and half weeks you’ve been locked in bedside with someone you’ve never even had a conversation with!…you get my drift😂either way, it works every time…100% effective rate for me
By the way I didn't just think this video was cool I have been using this material and it is actually working it is such a simple concept A Child could think it but it is so in-depth in truth and results
I've been listening to you, Mr. Gaunt, and you son Brandon for a while now. I feel a bit awkward commenting on #salesmanpodcast 4 years after the fact..... But I really appreciate it and have shared this friends of mine around the Globe. Some of them Never heard of you..(sorry to make a long story..longer, Derek Gaunt said that in one of your videos 😂) my good buddy runs a Bond Hedge fund in Sydney, Australia...he picked up on it...Daintree Capital Management. He tried to to tell me that HE found out about you. Not So. I told him about you. Now Mark taking credit for "discovering" your wisdom. I told him about it.. Funny stuff.
To me it looks like this guy is telling stories that have him with all the right answers. To believe his story we all have to accept up front that he is actually an expert negotiator. Ok, so what if you use the "Did you give up on this deal?" tactic and they respond with "yes, I did give up on the deal." ? And what if you use the tactic of presenting the potential client's point if view to them, and they say, "No, that's not my point of view." He's setting us up to sell books and seminars....to us. He is REALLY slick.
It seems like you probably think this Chris Voss guy is a huckster, a fraud, a snake oil salesmen. I get it that he is talking big. I have a question take it or leave it, did you give up on Chris Voss' strategies?
It seems like you probably think this Chris Voss guy is a huckster, a fraud, a snake oil salesmen. I get it that he is talking big. I have a question take it or leave it, did you give up on Chris Voss' strategies?
This brings to mind something Gary Vaynerchuk said. "marketers ruin everything" in a few years these tactics will bring the same impulsive revulsion that late night TV ad tactics bring. Great content though.
Wow! I literally just made a video on this same subject yesterday! Great minds think alike, the video was on Persuasion and getting what you want from Others!
Great podcast and great follow up to the last. Doesn't seem you always take on feedback from comments however, leaving them unlistened too. It would be worth putting Chris's or any others from other podcasts recommendations in the podcast notes so easy to follow up (provide value for us the listener). Thanks again
Hi Sam, this episode is pretty old now. We put out a new one most days (audio on iTunes) so I don't always have the physical time to go back over the old show notes.
Look at this picture - his mug right in the center of the Sun King's (Louis 14th) famous Hall of Mirrors. It tells you everything about his narcissism. (The Sun King thought that the world revolved around him like the planets around the sun)
A very important one is: delivery. Perhaps enroll in a good acting class or record one's self until you're comfortable hearing and seeing yourself (that is see the imperfections that most people don't see). God bless. Proverbs 31
Totally outrageous that I could ever be part of the Black Swan movement!!!! No!!!! Thanks to your videos, I'm able to learn from you. I may not be able to participate in an in-person training but I do use what you post on line. I work in the substance abuse field and use your stragegies to help the people I am privileged to serve get well. I soak up everything you post on line, sometimes watching your videos 2 and 3 times. I have your book that I refer to ALOT. Thank you for all you do. I look forward to more videos.
I think everyone should read the book HANDS OF LIGHT written by the physicist Barbara Brennan. This book is about the fact that none of us can die because we are constantly being created. That is because the quarks/atoms everything consists of are spinning and vibrating and pulsating so fast there is no way anything can be physical or solid. This one little item changes absolutely everything. Brennan decided diagrams of what this constant creation looks like should be in this book. Those quarks constantly bursting forth spinning billions of times a second as 3 points of light forming protons and neutrons is shown as us. As these quarks spin that fast as light, this light is beaming away from this holographic body we are, beaming at the speed of light, intersecting all other forms that are beaming light themselves. This is how we are ONE, that word of enlightenment that is hard to understand because we don't see this beaming light.
Host, I suggest you explore attenuating the level of one frequency band between your mic and the recorder. My old ears found it difficult to listen to you because one small frequency band seems too loud to me. Good luck.'
Seriously, you have something great this show is going to explode in a coupe of years if you keep doing this. One thing, is there a way we can get better shownotes? I may be looking in the wrong place but the ones I found on the mobile site are pretty barebones.. usually just a book or two the guy mentioned. The content is amazing but I am sometimes skateboarding/running/lifting/driving where I can't exactly take good notes.
Yes some key points such as in this one having someone get to the "that's right" moment, or using cold reading and saying it back as an understanding, and any other key points would be awesome. Also maybe the one biggest lesson they'd teach the audience or book they'd have us read would be awesome. Not sure if this is for everyone or just myself, but when I watch the vids I take notes on these points. When I drive/lift/run and listen I have to listen to the podcast 3 or 4 times to really try to get a good grasp on it. Cheers!!
+pverno what you're describing is exactly what I'm creating with the Sales School (launches in a couple of weeks). It takes everything I personally take away from the episodes and I've put the knowledge into individual courses. Let's you keep track of everything too :).
This technique still feels like a manipulation. I can’t speak for other buyers but this doesn’t work on me. When I get a new rep in my area I want him/her to make contact, provide relevant data and tell me how to reach him/her should I need assistance. Anything else and I delete the contact. I do actually contact the rep when the time comes but he/she is there to answer questions. I’ll even participate in a video meeting but I don’t sign until I do my due diligence. A sales person with no calendar, patience, information about their competition or the accompanying requirements is no use to me. Perhaps these are lessons you can teach.
This is plain and simple reverse psychology. My grandmother did this. I was kicked out from my parents because I was not coming home till 2 or 3am . So she tricked me and said will you stay out till I get up. I said NO so I came home at 10pm
Now I'll be formulating the questions that will make them say no and make them same "That's right" for different people I'd like to convince. Thanks. God bless. Proverbs 31
Been binging on your videos today- trying to make a breakthrough. Downloaded a load of your podcasts too. You have some great people on, but I found this one with Mr. Voss, for some reason (I'm not quite sure of), particularly resonating. Well done. Cheers, *A!
Do you have a mobile phone from the past decade? iTunes - Search for "The Salesman Podcast" on the "Podcast" app. Android - Download the "Overcast" app and search for us on there :).
Of course I will not install anything on my device just because I want to listen to a podcast. The solution for mac is to use curl to download m4a from youtube. I wonder what windows users do to overcome this.