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

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.

Posted on June 16, 2019 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

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