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UncleHoho

Account Executive

Good Citizen
Fire Starter
Contributor
+1

Never split the difference - actually applied?

For those who have read Never Split the Difference by Chris Voss (attached cheat sheet for reference) - what do you actually apply to your sales process and have found helpful?


There's a lot in the book that seems super valuable - but curios to hear how y'all have applied it.

https://f.hubspotusercontent30.net/hubfs/6862282/Future%20Present%20Cheat%20Sheet.pdf
๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
16

21 comment

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BTQ
Politicker
8
Account Manager
"We don't have any budget"--> Sounds like budget is only reserved for existing vendors...

They'll correct you or give you more info on what's actually going on more than any objection handling.

Mirrors & labels work well on cold calls. Probably more effective in discovery and demos. Wouldn't recommend trying anything over email.

also...why did you use a hubspot link for your sheet?
UncleHoho
Good Citizen
1
Account Executive
Good thoughts!

Googled to find a cheat sheet online that summarized and this one seemed to be the best (idk why it a Hubspot link). I didn't make the doc
ZVRK
Politicker
1
Enterprise Account Executive
100 agree, these techniques work only over the phone or on a meeting, but not on email or messaging..
Rosie
Catalyst
-1
Sales Director
Possibly yes
ZVRK
Politicker
0
Enterprise Account Executive
I mean it looks like it, since it`s all about tonality, pauses, etc, it`s really hard to translate that in an email...
detectivegibbles
Politicker
2
Sales Director
I use nearly everything he teaches. It works great.
Rosie
Catalyst
0
Sales Director
Which one technique is your favourite?
SaaSsy
Politicker
2
AE
I remember a literal light bulb exploding in my head when I read this during my first sales job ramp "Conflict brings out truth, creativity & resolution". Embrace the conflict!
CuriousFox
WR Officer
2
๐ŸฆŠ
Damn that one is a great point. Thanks for the reminder!
SaaSsy
Politicker
1
AE
๐ŸฆŠ
RandyLahey
Politicker
1
Account Manager
It's basically a way of thinking that I've imbued. He's a genius.
CuriousFox
WR Officer
1
๐ŸฆŠ
Big fan here ๐Ÿ’ฏ
AnchorPoint
Politicker
1
Business Coach
Absolutely. (although "never" is harsh... let's say typically) It is fundamental to sound outcomes.
Rosie
Catalyst
1
Sales Director
My favourite part is on "Calling the elephant in the room".

One concern I have though is that the more this book becomes popular the more we donยดt have an edge because the prospects would have read it already and know the tricks themselves.
1
Sales Consultant
I watched his Masterclass and use a lot of principles of asking follow up questions to get the prospect to essentially sell themselves. First time I tried it, it worked immediately.
Maximas
Tycoon
0
Senior Sales Executive
Planning add it to my booklist after finishing up the 25 Sales habits I'm working on right now:)
Kosta_Konfucius
Politicker
0
Sales Rep
The "would you be against" asks are huge for me
Justatitle
Big Shot
0
Account Executive
Mirroring is great, the less combative you are the faster you disarm them
Diablo
Politicker
0
Sr. AE
I like his mirroring technique which opens up a lot more in the conversation. Many things to steal from the book!
SoccerandSales
Big Shot
0
Account Executive
Frankly a lot of it I tend to use. The disarming questions like "would you be against" as opposed to standard questioning works really well too
lowhangersalesbanger
Executive
0
Director of Sales
The best part of that book for me is the objection handling.

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