Chris Voss
Appearances
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, it's on Amazon.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Principally, we tried to make it self-defining. So think of yourself as an accountant who's going to do an audit. Now do an audit slash assessment slash inventory of the negative thoughts the other side might be harboring against you, their accusations. And be liberal. Think a lot. You know, once you start thinking about this, a lot of stuff will occur to you.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah. And then what you do is you lay it out up front. Now, what scares most people about this... is even if they believe that labeling, identifying a negative diffuses it, and it does, there's actually a brain science that backs it up. Not denying it, you say something like, it sounds like I'm going to sound disrespectful instead of I don't want to sound disrespectful.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I think our thoughts overlap in our approach to life collaborative. I love your book. And so, yeah, it's a pleasure talking with you. Thanks, man.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I don't want to sound disrespectful is the wrong way. That's a denial. I'm going to sound disrespectful is the correct way. It's a prediction. It's an observation. So if it's there, it deactivates it. Now, what scares everybody is that you can plant the negative. You can plant the negative emotion. You can't plant emotions in people's heads. You can't plant negatives. You can't plant positive.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You can only work with what's there. So the accusations audit is probably one of the single most effective, most used strategies that we coach people on to break open negotiations, to break down barriers, to solve problems in an accelerated fashion.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You know, I'm glad you asked that because my staff is doing this to me all the time. And why do they do it to me all the time? Because it works at home. Like they'll walk into my office and they'll go, is now a bad time to talk? No, you're going to hate me for this. You know, my girlfriend, I got to take my girlfriend to the grocery store. Like, I don't know what it is.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Like, they are throwing this one word out, you know, and when you're doing the accusations audit, I mean, go for the strong word. You know, don't pull your punches, which is why they say, you know, you're going to hate me for this. Like, no, I'm not going to. You know, my first reaction is like, you know, what are you going to do? Are you going to set my house on fire?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Are you going to dump your garbage inside my truck? Like, I imagined something horrible. And they'll ask me something that is less than what I was worried about. And, you know, they're preempting it. And so you're going to hate me for this. Start that on your ass, on the people in your life. Now, why is everybody on my staff doing this to me instantly? Not because they're trying to show off.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
They got an inkling of this and they actually started using it at home. And they changed all their conversations at home. And so they're like, hey, this works. And if it works at home, it's going to work, you know, out on the street on a regular basis. So, yeah, start trying it. You've got to ask if it's going to make somebody uncomfortable.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And don't say, I don't want this to make you uncomfortable, which is, again, the denial. Say, you know, you're going to hate me for this. And then see what happens. Do it playfully. See what happens on small stake stuff. You know, get some data. Yeah.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, I think you're definitely on the right track. I think it's probably two or three things. And very similar to the contrarian correction as well. I mean, it's a correcting, not, you know, I don't feel that way. That's both contrarian and correcting. And people love to correct. I mean, you know, people love to correct. We do, yes.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You know, there's a famous Judge Judy thing. You know, this guy, this girl's accused of this guy stealing her purse. And, you know, she's sitting there and she outlines all the stuff that was in her purse. And then, of course, she throws in there like $40 in cash. And the guy immediately says, there was no cash in that purse.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And the judge starts to laugh and said, folks, the only way you know that is you stole it.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, that is one of the magic wand phrases. And we've, for whatever reason, just for the fun of it, you know, we label a number of go-to phrases, magic wand phrases, because it just changes so much instantly. It's like waving a magic wand. So what is behind what somebody said is always more important than what they said.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
It's always more important. You know, some people call it the question behind the question, the thought behind it. Like, what makes them say that? It's so much more important. You need to know what their thought process is. And your guess at best is going to be accurate about 30% of the time, which is not a bad accuracy, you know. It's not better than half, but it's not a horrible percentage.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
But that means about two-thirds of the time your guess is going to be wrong. So you need to pull out why they said that. And, you know, it sounds like you have a reason for saying that. It seems like you have a reason for saying that. Whatever sort of take you want on that, you want to approach them in a way. And that's different than a question. Because if I say, what makes you say that?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
The word what causes you to stop and think. You're going to go into in-depth thinking, which means you may not have the energy to answer, number one, because in-depth thinking is tiring. Number two, you're going to think about it before you answer me. And I really want an unvarnished answer. I want it coming right out of your mouth without sucking a lot of energy out of you.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And I know that if I say it, it seems like I have a reason for saying that. you are more likely to give it to me straight right off the bat. It doesn't feel judgmental on your part. It feels very encouraging. It feels open and collaborative. It opens all these doors to sharing information that is not exhausting and actually develops rapport.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
So it's a great way to find out what made them say what they just said.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, it's a great circumstance, too, because in that deposition, probably by definition, you're a threat. And so they're going to be reluctant. And you want them to pull that information where they don't see you as a threat. And also, if it's a deposition, it's probably going to go on for hours.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, well, you know, it's sorting out which voice in your head you're going to listen to also. And most of the time, the voices in your head are your amygdala, your fear centers. They're kicking into gear on you, and they're just not your friend. They're just not. You know, a friend of mine, Sean Stevenson, was a great guy, died tragically five-ish years ago.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
It doesn't really help you to exhaust them because the more tired they get, the less information they're going to be able to supply. Right.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
It would really be, first of all, They may be what I refer to as a seven percenter, which is a person I don't want to deal with anyway. Yeah. I learned a long time ago, do I have to deal with this person? My former boss, Gary Nessner, used to say our approach to negotiation was best chance of success, which means by definition, it's not a guaranteed chance of success.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
So I'm going to gauge the other person. How passive aggressive are they? Do I have to deal with them? do I want to be handcuffed to this person for the foreseeable future, for forever? A friend of mine, Joel Polish, refers to these people as halfs, hard, annoying, lame, and frustrating. And Joey says, just don't deal with halfs, cut them out of your life. And so if somebody's passive aggressive,
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
My first question to myself is, do I want to be handcuffed to this person over a long term period of time? And if the answer is no, then I'm out. The best indicator of future behavior is past behavior. If you're passive aggressive now, for me personally, there's a really good chance that you're going to get fired. I'm going to continue the relationship. Yeah.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Now, what happens if I feel like I have to? What if I'm handcuffed to them? What if I've taken myself hostage? Then I'm probably going to start labeling. And then it sounds to me like you don't want to give me an answer. Because passive aggressive, what they do is they throw stuff back on you.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
What do you want me to do is one of their favorite questions after you've just told them what you want them to do. Right. Because they know how exhausting that is. They'll be like, you know, look, I need you to go down. I need you to do this. This is a problem. This is a problem. We need to fix this. And they'll be like, well, what do you want me to do?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Like they're deaf because you just told them. But it's a great strategy for exhausting you and wearing you out, which is what a passive-aggressive person is often going to do. So I might label them. It sounds to me like What I just said was confusing.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
The basic label is a verbal observation which starts with it seems like, and then you make your observation it sounds like, it looks like, sometimes it even feels like. And if somebody's passive-aggressive, they're dragging their feet, you can say, it feels like you're dragging your feet. It's just making an observation based on an emotion or a dynamic that you see. It's a verbal observation.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And if you see it, even if you sense it, It's now fair game to observe it verbally, slap a label on it. Identify what you're seeing and say it out loud. And depending upon how you're wired or how it's presented, that's why the choices are basically like it looks like, sounds like, it seems like, it feels like. It's a very collaborative thing to do. It's you're open to correction.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Somebody can say, well, you know, don't tell me what I am. My answer is going to be like, I didn't say you were. I said that's the way it looked or that's the way it sounds. So it's not accusatory, believe it or not.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And I just started to get to know Sean and collaborate with him. And I knew right away that we were on the same sheet of music because he just flat out said to us, like, our biggest enemies are amygdala. A fierce center in our brain. It just...
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
It's convoluted.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
People connect to you a lot easier. And the connection tends to stick. If you're communicating with a high volume of words, with a lot of energy, with a lot of emotion, it has a really fast half-life. It goes away really quickly. And you want to communicate in a way with people that they kind of resonate with. It resonates with their bones. They don't feel pushed.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
was necessary to keep us alive when we were actually being chased by saber-toothed tigers and being, you know, chased down outside the cave away from the campfire by all sorts of creatures that wanted to eat us on a regular basis. But just not our friend these days. And the voice in your head can just make you do stupid things and make you paranoid and overreact and it...
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
The energy is not necessary to continue the relationship. Yeah. Yeah, I learned it on a suicide hotline, you know, then continued to learn it as a hostage negotiator. Ran across a hypnotherapist one time that said that's exactly how we get people to relax.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Uh, and so then ideally the perfect combination, if you can, if you can downward inflect, if you could slow down and you don't have to have a deep voice, like, uh, women can downward inflect by simply dropping their chin downward and inflection, uh, And then the occasional smile, like it just gives people a warm feeling. It's something they're drawn to that they resonate with.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And you put the two of those together, it tends to really, it really lasts. It sticks. People like it and they feel comfortable with it.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, drawn to you, less rushed, less cornered. They feel voluntary. They feel collaborative. It just makes it easier. Yeah, they're very drawn to you with it.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah. Consistently, you're going to find your meaningful conversations are going to be fewer and fewer. They're going to be farther and farther apart. You know, the ones that you win will obscure how much you lose. I think of it as the Las Vegas slot machine effect. Like, people get addicted to the slots. What are the numbers? How often do you win on a slot machine?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I've read that the arithmetic, the algorithm is if they let you win one in every 84 polls, you're going to keep dumping money into the slot machines.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
because the win is so celebratory like if you got something to prove and you got somebody over a barrel and you force them into submission it's like the slot machine going off the bells and the whistles are ringing the lights are flashing you're getting this huge hit of dopamine anticipation it feels so good and you don't realize that you lose 83 out of 84 times and they're slowly draining your bank account
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
So if you got something to prove, you're just slowly driving people away from you. And suddenly, you can't remember the last time you had a breakthrough. Or nobody in your industry talks to you. Or people pay you the annoyance tax just so you go away. And you got all these small wins, but they don't accumulate. They don't add to much. You're not doing as well as the other people that somehow...
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And what voice should you listen to? Like the intuition, if you can sort your fear centers from your intuition. And I even sometimes say to myself, like, what is my gut telling me? Because I get problems over covering my amygdala too.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
They get along with people. They're not as argumentative, but they get a bigger house than I do. They get a better car. They're making more money. How did that happen?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I love talking with you.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You know, if you're tired, it's been a long day, you didn't get a good night's sleep the night before, like your amygdala just spoiling for that opportunity to take over the controls. And if you can listen to your gut instead, your gut's really accurate. It's a real help. It's just sorting the two out.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, you know, we didn't even realize how significant that was when we first wrote the book. You know, the book's collaboration between me and my son, Brandon, Brandon Voss, uncredited co-author, Tal Raz. And Todd's doing his best there and did a phenomenal job capturing our thoughts and putting in our voice.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
But like when somebody says no, something happens to them, the person who utters the word no versus the person who hears it. The person who says no feels safe and protected. And so that's how that becomes the beginning of the conversation, because having feel like they protected themselves and they feel safe. They're more open to dialogue. They're more open to listening.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You're not a threat or the issue isn't a threat. There's this Pavlovian response to uttering the word no that opens people up. And that's why in so many cases, if you're willing to give it the space, no will start the conversation.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
That's an interesting question. I mean... The parental dilemma is your kids don't do what you tell them to do. They do what they see you do. And your kids saw you say no. You know, your kids see you say no to them all the time. And that's how you assert your autonomy and control of the situation. So they want to be like you. They're seeing you say no. And they're like, oh, okay.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Saying no is a way to assert my autonomy, to protect myself, to gain control of my environment. It makes me feel good to say it. And that's what, that's what's happening.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Yeah, and that is the craziest thing. So it's kind of like a two-step explanation, maybe three-step. Everybody's been bamboozled with yes. The yes momentum, momentum selling, ask them three questions, three different questions, The answer to each question is a micro-agreement or a tie-down. And would you like to make more money? Would you like to live in a bigger house?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
You know, they seemingly, and there may be at a point in time where this worked. And I think everybody has been hustled by this at some point in time in their life before you realize that you were being led down a path. And you got led down the path so many times that your gut instinct, oh, last time somebody tried to get me to say yes, you know, they ended up trapping me.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And so then you have a Pavlovian response. You know, Pavlov's dog, the bell rings, they feed. Then every time the bell rings, the dog salivates. Well, every time somebody tries to get you to say yes, they led you down a path. There was a trap. There was a bear trap there. All right, so the minute somebody's trying to get me to say yes, there's a trap. So there's a psychological Pavlovian response.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And as stupid as that, and true as it sounds, it seems stupid that the opposite would be true, that people feel safe when they say no. And they'll open up. But in point of fact, they do. We were teaching this. We're doing a course for a company that does business with hospitals. probably about five years ago.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And this woman in the head of their sales is trying to get the head nurse of this particular hospital to accept a system, have been a yes-oriented approach. And she says, look, this woman is in no mode. She says no to everything I say. So I'm like, all right, flip your questions. She's like, no, that's not going to work. That's stupid.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I mean, if I just reword it and she says, no, it's going to change things. And so she got up out of the room, left the training, went to the hallway, sent the head nurse a text. Are you against implementing this program? The head nurse immediately texted back, no, just let me know what we have to do to move forward. And she comes walking back in a room with her phone in her hand.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
She can't believe what's on. You guys are not going to believe what just happened. And so people condition themselves that when they say no, they're safe. And they're willing to entertain stuff that they've been blocking previously just because saying yes scared them.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
How can you give yourself a lot of practice to start with? First of all, the test to see if it worked. And the most common thing is calling somebody on the phone or even stopping them and saying, have you got a few minutes to talk? Flip that to is now a bad time to talk. That will get your practice.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
Now, I'll tell you in advance what the reaction is going to be when you say it's now a bad time to talk. They're going to hesitate for a moment and then they're like, no, no, what do you got? Or they'll say, as a matter of fact, it is a bad time. And then they'll tell you when they can't talk. And what you want is you want a conversation where they don't feel guarded.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And I've never had anybody not give me a better time. And plus, in many cases... They may be able to talk to you, but they're distracted. A lot of people make the mistake of multitasking. When we were talking about, you know, the bourbon that my company's launching, you know, I got my bourbon shirt on, the difference. You know, anything I get, I'm a human billboard.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I'm going to advertise my stuff when I get the opportunity.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
But the guy that did the bourbon, previously he'd done a documentary film on my company, Tactical Empathy. If you're interested, it's on Amazon. Yes, please. So he screened it for me, first time in Vegas. And the plan was a month and a half later, he's going to show it at a function in Beverly Hills. And the night I saw it, you know, I loved it.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And I woke up the next morning and I realized there was a fundamental flaw with the documentary. I was not going to allow it to go out unless this thing was fixed. So it's a Sunday afternoon and I got to talk to him. We got to fix this now. I sent him a two-line text. It's now a bad time to talk. You're not going to want to hear what I have to say.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
So in point of fact, he was on a Zoom call and he texted me back immediately and said, I'm in the middle of a Zoom call and I can talk to you at three. I'll call you at three. Now, if I'd have called him, he would have answered the phone because we have that kind of a relationship. We're good friends. He's going to pick up the phone.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
which means he would have taken my call while he was on a Zoom call, which means he would have done a bad job at both. I don't need that. I need his undivided attention because we've got a problem, and the clock is ticking on us really hard. And so I need him to let me know when he can speak to me undivided attention. It's now a bad time to talk. What is a bad time?
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I don't want to talk to him when it's a bad time. I want him to give me an alternative time, and I need 100% focus. He's dialed in. He's prepping for bad news. Now, I don't know what was going through his mind. When you prep somebody for bad news, the worst that happens is they imagine something equal to what you have to say. Nine times out of ten, they imagine worse. Yes.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
I don't know what was on his mind. But again, the clock is ticking and we don't have time to argue about this. He calls me on the phone. I say, look, this is a problem. Derek Gaunt, he's a head of coaching. We left him out of the film. We have to put him in the film. He's been too critical to everything we've done. Now, we've been working on this film for a year.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
And Nick could rightly say, we've been working on this for a year. You know, what's the matter with you? This is going to cost me money. It's going to be a problem. But since I dialed him up with those two text messages, he says, okay, this is what we got to do. I need Derek's schedule. We got to get Derek on camera.
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
That means I got to get a camera crew to him or we got to get him to a camera crew. Now we're showing this film in a month and it's going to take, once we get the film, it's going to take me three weeks to edit it in. So we have to do this now. And I'm like done and done and done. But it all started with me not
The Jefferson Fisher Podcast
Chris Voss: FBI-Backed Tactics for Better Communication
letting him have a multitasking conversation which was the point of is now a bad time to talk i need focus and yes that's what's going to happen when you throw it out there to people yeah i just like the magic that can happen that all you have to do is just the turn of phrase what i see um for those that are listening to me and chris right now
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
Ask yourselves, how can I fearlessly find out early on without hurting anybody's feelings? Because I'm not going to ask legitimate questions. How do I allow myself to find out early on whether or not I'm the favorite of the fool? If you don't want to try, you're holding yourself hostage. I mean, release yourself because you're the one that's holding you back.
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
And this scares the heck out of so many people. If they can get over this hurdle, if they can just put themselves in a mindset to find out, then they are going to be a long way towards using these skills because it's about releasing yourself in many ways. Steve, would you agree?
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
Well, the first thing is to just ask what is the most horrifying question for everybody until they understand how good it is. And that's to say the other person, you got a lot of options out there. I mean, I got solid competitors. You could go to them. They got great resumes. Why me? That is like the magic phrase. I mean, it's an emotional intelligence surgical strike.
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
Why does certain things to people that are vastly different than what is normally portrayed out there? Why is like this? It's an emotional intelligence surgical strike. You should never ask why. Unless you want them to defend you. Because why always triggers defensiveness, which is the bad advice. Find out their why is good advice, but it doesn't tell you that you shouldn't ask them why.
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
Except if the why is about you and you are going to get an unguarded, honest answer or you're not going to get an answer. And if you don't get an answer, why you, there ain't no why for you there at all.
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
That one or, you know, what a lot of people throw back on you, the person who either is taking advantage of you on purpose, and a lot of people are doing it by accident. They don't mean to be. You know, they're taught that it's okay, get three bits. But they're going to say, well, it's up to you to convince me.
Young and Profiting (YAP) with Hala Taha
Hala Taha: AI-Powered Sales, How to Automate, Optimize, and Close More Deals | Sales
And if they throw it back on you like that or in some fashion, you are the fool in the game.