i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school hey everybody jb here the wolf of wall street welcome to another awesome episode of sales school where either i give
you a tip of the day or i call another world-class expert in the uh in the field of sales persuasion or in this case negotiation because i have mr chris voss fbi negotiated extraordinaire famous guy wrote the book how to spell the difference chris you're a legend you see that's what the difference i almost nailed the purple guys i'm gonna leave that bad edit in because that's what we do at sales school right chris in terms of sales and negotiation and what's that one thing that one tip you can give just five or six minutes
here more you know maybe three or four people talk about it that could really help people get better deals when they close or even when they buy what's the one thing you would say well we we got a technique called labels which it sounds like and it's real simple but learn to say to the other person sounds like you have a reason for saying that now they're gonna start spilling their gutsy when you say that because everybody has a reasons for everything they've said no matter what it is like somebody could say i hate you
i hate your guts i hate everything you stand for we want to know what the thinking is behind that and if you look at them say sounds like you got a reason for saying that bang they're going to lay it all out so label the moment to get more out of people so you can make a better deal so in a context let's say what's a good situation let's play let's roll play that real quick so what's a good situation where you'll say something to me and then i'll say and i'll play the guide says
so you must have a reason for behind what's like something that would lead me to say that a slight variation of that is somebody uh somebody calls my company and the typical opening is how's everything going today and we'll say sounds like it's something on your mind and say it downward reflecting it with a smile because there is something on their mind you know somebody says to you how's it going today they're actually trying to take your temperature to see how easy you are going to be to deal with i want to know if you're
having a bad day having a good day if it's a bad day this is not going to go good if it's a good day you're going to be easy to deal with and i got a lot of stuff on my mind so i'm i'm i've just let you know that i'm ready to talk about whatever you want to talk about i think there's one person in the world you don't want to use that strategy on your wife hey honey how you know today it sounds like oh yeah you damn straight i got something on my
mind you gotta know when you're walking into a trap right right here for yourself boom walk into your own punch right yeah i got something on my mind let me tell you what's on my mind right so i could see so like it's so like for example in um if someone gives you um in a bit like in a business so i'm trying because it makes sense what you're saying so someone says um like uh i i think that i kind of i think that based on what you said that the price is is a
bit too high well it sounds like you must have a reason a reason for saying that like that is that yeah you know you must have a valid reason for saying that what you know what is that reason yeah well yeah i need to know like if i say if i ask you a question like all right so what about the price doesn't work for you something of that effect the unfortunate problem with questions is they trigger a certain amount of defensiveness all the time and there are some people that like and we actually did
a poll on this recently highly analytical type because we contended analytical types which is about a third of the planet they don't like to be asked questions at all so you know so the issue is all right so how do i deal with something if i don't ask some questions we threw this out in a in a chat recently one person wrote back who's an analyst yeah i'm an analyst and i don't have time to think up an answer that i'm not going to regret later which means they want to think up the perfect answer
before they open their mouth which typically takes 36 hours but if i pull information out of them another way that doesn't feel like a question now they don't think they have to answer perfectly and they just start giving me data got it so what got well give me an example of that will be a that's a powerful strategy can you give me a quick role play like you know you play both sides for it yeah well uh again if you say you know you guys price is high my question might be like so what about
the what about the price you have a problem with um what's not included that would make it a better price what would you like to see done differently you know any number of succession of questions which you might go like oh well if i tell you what's going to make this price better that amounts to a commitment on my part so i better be really careful about what i say but i you know i'm i'm not if you talk to me at all you're more committed every word comes out of your mouth you're more committed
so i just really need to get you talking to keep get you more involved and more vested if you will so instead of saying what about the price hasn't worked for you if i simply say it sounds like you got a good reason for saying that you're gonna give me all those reasons and you're gonna enjoy it which means you're gonna be more comfortable through the course of the process which again puts me ahead every with every word that comes out of your mouth i am ahead of the game so let me just get this
straight here so it so the actual pad is like sounds like you have a a a valid reason for saying that and then stopping there and saying would it would there be something that is not so if he knows the idea is rad saying what else could you should i add in to make it worthwhile like that's sort of the entrapping question that gets people to clam up in other words right is that what you're saying yeah now i gotta go dead silent i gotta you know right so so you're gonna test me to see
if i can i i agree with you so funny like so one of the most from my perspective in sales one of the most poisonous questions i say the one question is tell me what i haven't said so far that's going to make you want to buy this product it's like the dumbest thing you could ever like when i hear a sales when i see your sales rep what have i left out right now that tell me what it is i need to you he need to hear right now to buy it's like the freaking
like by like nothing like there's nothing you could say it's like the dumbest question ever because it's combative it's obvious it's on the nose and it makes people feel like if they give you information they're committing so i agree with your thousand percent and boom that's an example of a great tip for sales school so be careful with the questions you're asking also remember there's always better ways to ask your questions to get the responses that you need and with that another awesome episode of sales thank you chris boss check him out he's got great
stuff on blackswanltd.com check it out he's the master of negotiation he's got stuff for free and also some awesome stuff that you can buy that's more advanced start with the free stuff but if you've already read that then move on but he's the real deal chris voss thanks for coming on thanks jordan you
