Never split the difference
⚠️Salespeople don’t become successful by selling things to people, they become successful by SOLVING PROBLEMS. ⚠️
Selling isn’t a matter of trying to convince someone to buy something, but rather a matter of IDENTIFYING 🔭 a person’s needs and SHOWING THEM HOW A PRODUCT/SERVICE CAN HELP. In order to do that, a salesperson needs to be able to qualify his/her leads. And sales qualification is all about asking the RIGHT QUESTIONS⁉️ UNLESS YOU ASK THE RIGHT QUESTIONS, YOU WON’T UNDERSTAND THE RIGHT PROBLEMS TO SOLVE.🧐
📖From Chris Voss’s book, “NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It”, the key to success, especially in very dangerous negotiations, is TACTICAL EMPATHY 👩🏻🏫
This book should be on every salesperson’s must-read list because it builds a foundation for negotiation on the basis of UNDERSTANDING THE OTHER PARTY THROUGH EMPATHY AND ACTIVE LISTENING SKILLS. 🤔
✍️Top bullet points for me of this book:
· NEGOTIATION BEGINS WITH LISTENING to the other party, VALIDATING their concerns and emotions, BUILDING TRUST and creating a SAFETY NET THAT allows for real conversations. 💡
· TACTICAL EMPATHY IS understanding the FEELINGS and MINDSET of the other party at the moment and also HEARING WHAT IS BEHIND those feelings so that you can increase your influence in all the moments that follow. LABELING is a way of validating someone’s emotion by acknowledging it. 🕵🏻♂️
· YES/NO. Pushing for a hard “Yes” ✌🏻doesn’t get you any closer to a victory. It only irks the other party. Contrary to popular belief, “No”😦 IS THE START OF THE NEGOTIATION, not the end of it. In a negotiation scenario, “No” provides a great opportunity for you and the other party to clarify what you really want by eliminating what you don’t want.
· CALIBRATED QUESTIONS HAVE the power to educate the other party on what the problem is rather than causing conflict by telling them what the problem is.🙋🏻
🎖The golden rule is to understand that you’re dealing with a human WHO WANTS TO BE APPRECIATED AND UNDERSTOOD.
