โOutreach had their 6th layoff in the last few years.
If you are a seller relying on automated sequences and spray and pray, it was time time to evolve yesterday.
Next best time to evolve is today.
No matter what tool you use.
MONDAY UNFILTERED
๐ –ย Best Way to Use Gong’s AIย [1 min]
๐ –ย Lessons from Taking 100 Demos as a CEOย [1 min]
๐ธ –ย Webinar – 6 Revenue Leaders on Using AIย [Friday]
CONTENT OF THE WEEK
What We Can Learn from a FBI Crisis Negotiator
Brian LaManna
When I run discovery, it’s not life or death.
When Chris Voss ran discovery… very different story.
โChris Voss was the lead Crisis Negotiator for the FBI for 24 years.
2007: He retired after 150+ hostage cases
2016: Wrote ‘Never Split the Difference‘ and detailed out all his techniques
These techniques work just as well in sales, as they do on terrorists.
…just with a tad less pressure on the line…
Okay, still some pressure
1. Patience
-Don’t be afraid of the silence
-Aim to wait 2+ seconds from when they stop talking, to when you begin. They will often continue on if you don’t interject.
2. Mirroring
-Builds trust
-Use the last 3 words or 1-2 most critical
-Easy way to dig deeper without having to ask a new question
Example:
โณ Prospect: “Yeah, we just have no decided budget for a huge project like this at this point in the year.”
โณ Me: “No decided budget?”
3. Repeat + summarise
-Take in everything you just heard from them
-Now paraphrase and say it even more concisely back
4. Labelling
-Way of validating someone’s emotion by acknowledging it
-Use “It seems like” to make it neutral
โExample:
โณ Prospect: “We are just really tight on budgets with the current macro environment.”
Me: “๐๐ ๐๐ฒ๐ฒ๐บ๐ ๐น๐ถ๐ธ๐ฒ you all are being extremely thoughtful and intelligent with where you are choosing to invest”
Patience, mirroring, repeating, and labeling work during entire sales cycles
Especially powerful in discovery + negotiation
WIN THE WEEK!!!
