Chris Voss, Tactical Empathy, and Negotiation Lessons for Sales

From the original episode.

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What can salespeople learn from former FBI hostage negotiator Chris Voss? In this episode of ACES53, Ed Parcaut and Brian Galke continue their conversation about Chris Voss, author of Never Split the Difference, and the negotiation principles that apply to sales, real estate, lending, leadership, and everyday conversations. Brian shares takeaways from a Chris Voss webinar, including tactical empathy, accusation audits, loss aversion, tonality, giving people three options, and the famous late night DJ voice. Ed and Brian connect those ideas to real mortgage and sales conversations, including buyers who want the house but fear the payment, clients who hesitate because of perceived loss, and salespeople who need to lower pressure instead of creating more resistance. Topics include: Chris Voss and Never Split the Difference Tactical empathy in sales What an accusation audit is Naming the concern before the client does Loss aversion and buyer hesitation Pleasure versus pain in decision-making The late night DJ voice Lowering your chin to lower your tone Why calm creates authority How tonality affects trust Giving people three options Sales lessons from FBI negotiation Real estate and mortgage negotiation Parenting, choice, and communication Naps, energy, and negotiation preparation Why the first person to lose control loses leverage Sales psychology and influence Why every salesperson should read or listen to Never Split the Difference Hosted by Ed Parcaut and Brian Galke. Learn more about Ed Parcaut: https://www.edparcaut.com/ Subscribe for more ACES53 conversations on sales, business, AI, communication, personal development, leadership, and finding your Joker advantage. #ACES53, #EdParcaut, #BrianGalke, #ChrisVoss, #NeverSplitTheDifference, #TacticalEmpathy, #SalesNegotiation, #SalesTraining, #CommunicationSkills, #AccusationAudit, #LateNightDJVoice, #BlackSwanGroup, #RealEstateNegotiation, #MortgageSales, #LossAversion, #TrustBuilding, #Tonality, #Influence, #Persuasion, #SalesPsychology, #RealtorTips, #LenderTips, #FindYourJoker