“I think the most powerful stuff in this book is around his recommendations for the types of questions you should be asking and how to ask them.” – Scott Ingram in today’s Tip 160
Have you read it? How are you applying what you’ve learned?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, I’ve got a book recommendation for you, and a quick shoutout and thank you to David Wacker who recommended Never Split the Difference by Chris Voss to me earlier this month. I picked this one up on Audible and it’s an entertaining listen that goes pretty fast. Chris Voss was a top FBI hostage negotiator, so clearly that’s quite a bit more high stakes than sales and he’s got a great line in the book that really drives the “never split the difference” point home when he suggests that if there are 8 hostages, your goal isn’t to split the difference and bring 4 of them home.
I think the most powerful stuff in this book is around his recommendations for the types of questions you should be asking and how to ask them, and that’s a lot of the book. I’m actually planning on listening to this one a second time because I realized about halfway through that this is insanely applicable to discovery. So if you decide to check it out yourself, or if you’ve already read it you might want to go back and give some thought to how you can leverage some of these questions and questioning techniques in the earliest stages of your sales process and not just when you’re trying to sort through the final stages of the deal and negotiating terms.
This one’s been out for a while, published in 2016. Have you read it? How are you applying what you’ve learned? As always I’d love to hear from you. You can join the conversation at DailySales.Tips/160 where you’ll also find a quick link to the book as well.
Thanks for listening and come back tomorrow for another great sales tip!