{"id":1948,"date":"2019-06-28T04:30:27","date_gmt":"2019-06-28T09:30:27","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1948"},"modified":"2019-06-28T05:02:26","modified_gmt":"2019-06-28T10:02:26","slug":"sales-tip-160-never-split-the-difference-scott-ingram","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-160-never-split-the-difference-scott-ingram\/","title":{"rendered":"Sales Tip 160: Never Split the Difference &#8211; Scott Ingram"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit-150x150.jpg?resize=150%2C150&#038;ssl=1\" alt=\"Scott Ingram\" class=\"alignright size-thumbnail wp-image-1141\" width=\"150\" height=\"150\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg?w=720&amp;ssl=1 720w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;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.&#8221; &#8211; Scott Ingram in today&#8217;s Tip 160<\/p>\n<p><strong>Have you read it? How are you applying what you\u2019ve learned?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/160\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and share your thoughts!<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Never-Split-Difference-Negotiating-Depended\/dp\/B01COR1GM2\" target=\"_blank\" rel=\"noopener noreferrer\">Never Split the Difference by Chris Voss<\/a><br \/>\n<a href=\"http:\/\/Top1.Fm\/Book2\" target=\"_blank\" rel=\"noopener noreferrer\">Sales Success Stories Book &#8211; Volume 2<\/a><br \/>\n<a href=\"https:\/\/top1.fm\/sales-success-stories-book\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales Success Stories Book<\/a><br \/>\n<a href=\"https:\/\/top1.fm\/b2b\/\" target=\"_blank\" rel=\"noopener noreferrer\">B2B Sales Mentors Book<\/a><br \/>\n<a href=\"https:\/\/top1.fm\/\" target=\"_blank\" rel=\"noopener noreferrer\">Sales Success Stories<\/a><a href=\"https:\/\/www.amazon.com\/Never-Split-Difference-Negotiating-Depended\/dp\/B01COR1GM2\" target=\"_blank\" rel=\"noopener noreferrer\"><\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today, I\u2019ve got a book recommendation for you, and a quick shoutout and thank you to David Wacker who recommended <a href=\"https:\/\/www.amazon.com\/Never-Split-Difference-Negotiating-Depended\/dp\/B01COR1GM2\" target=\"_blank\" rel=\"noopener noreferrer\">Never Split the Difference by Chris Voss<\/a> to me earlier this month. I picked this one up on Audible and it\u2019s an entertaining listen that goes pretty fast. Chris Voss was a top FBI hostage negotiator, so clearly that\u2019s quite a bit more high stakes than sales and he\u2019s got a great line in the book that really drives the \u201cnever split the difference\u201d point home when he suggests that if there are 8 hostages, your goal isn\u2019t to split the difference and bring 4 of them home.<\/p>\n<p>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\u2019s a lot of the book. I\u2019m 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\u2019ve 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\u2019re trying to sort through the final stages of the deal and negotiating terms.<\/p>\n<p>This one\u2019s been out for a while, published in 2016. Have you read it? How are you applying what you\u2019ve learned? As always I\u2019d love to hear from you. You can join the conversation at <a href=\"http:\/\/dailysales.tips\/160\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/160<\/a> where you\u2019ll also find a quick link to the book as well.<\/p>\n<p>Thanks for listening and come back tomorrow for another great sales tip!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;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.&#8221; &#8211; Scott Ingram in today&#8217;s Tip 160 Have you read it? How are you applying what you\u2019ve learned? Join the conversation below and share your thoughts! Never Split&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1141,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-1948","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 160: Never Split the Difference - Scott Ingram - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-160-never-split-the-difference-scott-ingram\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 160: Never Split the Difference - Scott Ingram - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;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.&#8221; &#8211; Scott Ingram in today&#8217;s Tip 160 Have you read it? 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