Logan Lyles

Director of Partnerships at Sweet Fish Media

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Why Deal Killers Are More Important Than Deal Makers in B2B Sales (Part 2)

Logan Lyles

Director of Partnerships at Sweet Fish Media

Full Profile »

B2B Growth is a daily podcast dedicated to helping B2B marketing leaders achieve explosive growth. Each episode features an interview with a B2B marketing executive or thought leader, discussing topics like: B2B marketing strategy, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B strategic partnerships, aligning marketing with sales, social media, content creation and promotion, leadership, buyer personas, agile marketing, and more.

In this episode we talk to Chris Voss, Chris is a renowned author and negotiation expert. He is a former FBI hostage negotiator, the CEO of The Black Swan Group, and author of the Wall Street Journal best-selling book, Never Split the Difference.

This is Part 2 of a 2-part conversation with Chris. To catch the first half of this interview, check out: sweetfishmedia.com/4-strategies-to-become-master-negotiator-b2b-sales-chris-voss

In today’s episode, Chris shares the 3rd & 4th of 4 specific tactics you can take from FBI hostage negotiation & apply to B2B sales:

3) Using the Power of ‘No’

4) Getting to ‘That’s Right’

Finally, Chis shares the most important element of any negotiation: Black Swans.

For more negotiating tips, sign up for the Black Swan Group newsletter by texting: FBIEMPATHY to 22828.


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You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.

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