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Four Actionable Takeaways:
Before a negotiation, know YOUR needs / wants + THEIR needs / wants
Set expectations upfront that we don’t do end of month discounts before you need to
Say the price and shut-up. Don’t try to justify it, it shows insecurity
When they ask for discou ... Show More
Mar 5
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process. 🎙️ ACT ... Show More
36m 13s
Mar 3
#552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure. You’ll hear the exact opener that get ... Show More
1m 40s
Feb 2024
THIS Is How You Negotiate
<p>#73: <a href="https://www.blackswanltd.com/home">Chris Voss</a>, former FBI lead hostage negotiator, known for his negotiation philosophy on tactical empathy, teaches us how to negotiate our way through any situation. You’ll learn:</p><ul>
<li>The ultimate question to ask in n ... Show More
1h 3m
Feb 2024
Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431
<p>Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and a ... Show More
32m 57s