“The maximum personalization comes with first name alone.”  

-Chris Voss

I often share the notion that if you’re in a sales role, the first thing you have to do is disarm the other person of the idea that you’re just there to sell something.  We all know no one likes to feel that they’re being sold to.  Can you imagine what it must be like in complex hostage negotiations and in high pressure moments?   Ensuring the other person doesn’t think you’re trying to do something for your own interest but actually looking out for their interest as well?

On today’s edition of the Grow My Revenue podcast, I speak with former FBI hostage negotiator, author and negotiation and influence expert Chris Voss. Chris says that 90% of his job as a negotiator is disarming.  He never wants to fool anybody, they need to believe in everything he says.  Much the same as it is in sales.  In fact, “hostage negotiators are the ultimate cold callers,” he says.

Chris and I talk about how the best way to start a conversation as a hostage negotiator and salesperson alike is simply “Hi, I’m Chris.”  He explains that when the other person picks up the phone there’s two things they don’t know about you: who you are and what you want.  If you can take one of those questions away in the first three seconds, you’ve bought yourself time for what you want.

I know you’re going to love this discussion, and you’re going to learn a ton from Chris Voss on this edition of Grow My Revenue!

Listen to this episode and discover:

  • Why the first impression is your second most important impression.
  • Why a salesperson shouldn’t worry about their last name.
  • What the science is behind asking questions in the negative.
  • And so much more…

Episode Overview

Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It. He has used his many years of experience in international crisis and high-stakes negotiations to develop a unique program and team that applies these globally proven techniques to the business world.

In this episode, Chris talks about:

  • Why it’s crucial you show someone you’re respecting their autonomy.
  • How to find out what’s in another person’s head.
  • Why you should put a time limit on conversations.
  • How you can project the behavior you want on people even if they’re doing what might be perceived as the exact opposite.

Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with Chris Voss.


Chris Voss’s website

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As always, this episode provides inspiration, entertainment, and especially an actionable message that can drive remarkable results – and if you have any questions for a future episode, contact me.

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