3 Tips to Win Your Next Sales Negotiation in a Virtual World

By Brandon Voss | December 21, 2020

Many sales negotiations have moved online during the COVID-19 pandemic. Instead of sitting across the table from someone, sales teams are now hopping between phone calls and Zoom calls to engage the other side and close deals.

Just because your sales negotiation opportunities may have moved from the physical world to the digital world doesn’t mean you need to forget the Black Swan skills and teachings you’ve learned over the years. In fact, our guidelines still apply to virtual sales negotiations.

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5 Steps to Negotiate Through the Sales Process

By Brandon Voss | December 14, 2020

If you read my previous post, “Why the Traditional Sales Process Is Wrong,” you know that we’re not big fans of the traditional sales process here at The Black Swan Group. Not only does the traditional approach take way too much time, but it also comes with a number of other downsides, such as:

  • Wasting your counterpart’s time
  • Duplicating work
  • Taking longer to get paid
  • Spending more time tracking customer interactions
  • Preventing your business from reaching its full potential
  • Frustrating your team

We advocate for doing everything you can to accelerate your sales process. If you can talk today and get paid tomorrow, well, is the status quo going to stop you from cashing that check?

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Why the Traditional Sales Process Is Wrong

By Brandon Voss | December 07, 2020

I struggle with the whole idea of the sales process in general. Granted, I haven’t worked in every industry on the planet. But even though I’ve worked for companies that have had long sales processes, I’ve never been part of a long process myself. 

To me, sales is just two things: the conversation and signing on the dotted line. I’ve always wondered why organizations need all of these different stages of the sales process if we can just get the other side on the phone and sell to them.

Why waste your time when you can just sell?

Mapping out a long sales process guarantees one thing: It’ll take much longer than needed to close. I’ve just never understood why many companies decide to go this route. Why map out an eight-month process for a sale when you can talk today and get the money tomorrow?

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How to Prepare for a Virtual Job Interview

By Brandon Voss | November 30, 2020

If we’ve learned one thing during COVID-19, it’s that it’s not that hard to maintain already-established relationships virtually. But what about establishing brand-new relationships in virtual environments? In short, it’s a much bigger challenge.

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Leadership Training: How to Confront a Fellow Leader

By Derek Gaunt | November 23, 2020

Maybe you keep hearing grumblings about how a leader at the company is demoralizing their direct reports. Maybe you keep hearing about a manager who is quick to take credit for team successes—and even quicker to assign blame when things don’t work out well.

Whatever the case, there will be times when you need to deliver bad news to another leader at your organization. When this happens, there are almost no changes in the approach you’d take if you were delivering the same news to a direct report.

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3 Ways You’re Stacking The Odds Against Yourself in Negotiations

By Chris Voss | November 16, 2020

At Black Swan, we teach our clients all sorts of tactics they can employ to achieve better outcomes in their personal and professional lives.

For the purposes of this article, we’re going to flip the script a bit and talk about tactics to avoid. Here are three common negotiating tactics that make it that much harder for you to get the results you want:

  1. Cutting your price
  2. Emulating the lizards
  3. Not finding out

Let’s explore each of them so you can learn what to do to avoid stacking the odds against yourself.

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How to Deal with Someone Who’s Using Black Swan Tactics on You

By Chris Voss | November 09, 2020

You enter a negotiation. What if there’s a Black Swan-trained ninja on the other side?

In such a scenario, you’re most likely dealing with one of three tactics:

  1. How am I supposed to do that?
  2. A No-oriented question™ 
  3. Some sort of Label™ (that’s giving you a bad feeling)
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2 Expert Negotiator Concepts That Have Evolved Since Never Split The Difference™ Was Published

By Chris Voss | November 02, 2020

Accusation Audits™ and Labels™ (more specifically, Asking Labels™) are two expert concepts that have evolved significantly since Never Split the Difference was published. 

Read on to learn how we’re advising our best clients.

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How Negotiation Coaching Can Help You Get to the Next Level

By The Black Swan Group | October 26, 2020

You have read Never Split the Difference. You have thoroughly researched The Black Swan Group. You have subscribed to our newsletter. You have found out that many others took our online courses and benefited from that decision. 

So, you decided to give it a try. 

You may have attended Derek Gaunt's (author of Ego, Authority, Failure™) Negotiation Basics Course and probably subscribed to our Beyond the Book online training. Or perhaps you've taken Chris Voss’s MasterClass

Is It Enough?

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Seven Seconds: How to Crush Your First Impression

By Chris Voss | October 22, 2020

This blog was originally published on 11/26/2018 and updated on 10/22/2020.

Seven seconds.

That’s all the time you have to make a first impression, and you need to make a good one.

But how?

Watch these short two-minute videos to find out what you need to do during those seven seconds. 

(Hint: It’s not confidence, and you don’t get there by asking yes-oriented questions. You also don’t get there by clubbing them with their first name over and over again.)

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