Dive into the world of high-stakes negotiation with Chris Voss, former FBI lead international kidnapping negotiator, at the 2018 MSP Boot Camp. In this compelling session, Voss shares invaluable insights into the art of negotiation, drawing from his extensive experience in crisis situations. Key topics include the strategic use of "no" instead of "yes," leveraging neuroscience and positive framing, understanding your clients' needs, and the power of tactical empathy. Whether you're an MSP owner looking to refine your sales approach or seeking to enhance your negotiation skills, this talk offers practical tips and fascinating real-world examples. Don't miss the chance to learn from a master negotiator and transform the way you communicate in business and beyond. #ChrisVoss #NegotiationSkills #MSPOwners #SalesStrategy #FBIExpertise #TacticalEmpathy
00:00 - Introduction to Chris Voss
02:24 - The Power of "No" in Negotiations
07:51 - Neuroscience and Positive Framing
10:48 - The Impact of Gratitude on Decision Making
12:11 - Real-world Kidnapping Scenario and Negotiation Tactics
19:37 - First Impressions and Establishing Trust
22:34 - The Importance of Understanding Client Needs
25:37 - The Challenge of Changing Habitual Approaches
27:13 - The Misuse of "Yes" in Negotiations
31:19 - Real-life Examples of Negotiation Strategies
34:21 - Jack Welch's Story and the Power of "No"
40:21 - Transforming Conversations with "That's Right"
45:09 - The Misinterpretation of "You're Right"
47:35 - The Application of Tactical Empathy
52:39 - Case Study: Negotiation with a Terrorist
58:09 - The Turnaround of a $10 Million Ransom Demand
01:03:00 - Successful Pharmaceutical Sales Negotiation
01:06:03 - Additional Resources and Closing Remarks
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About Technology Marketing Toolkit:
There is no doubt about it: Robin Robins, and the team at Technology Marketing Toolkit, have helped more MSPs and IT services businesses to double - even triple - sales, profits and MRR growth than any other marketing consultant in the IT services industry, period. As a trusted advisor to over 10,000+ IT services business owners for two decades, Robin knows a thing or two about what it takes to grow sales, recurring revenue streams and a profitable client base for an IT services business.
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