5 Little-known negotiation techniques that master deal makers use to close any deal they want.

Welcome to the 164th Floor.

Pull up a chair.

On the docket today? Negotiation.

Specifically techniques used by what I call master deal makers.

“Chris, what’s a master deal maker?”, a young bloke from the back of the room said.

“Someone who can close when no one else can”, I said back in a soft, calm, subtle tone.

So here’s my promise.

By the end of today’s newsletter, you'll know the exact techniques the masters of deal-making use. The ones that help them close the deals no one else can.

And here’s why you should keep reading.

Negotiating is everywhere. You do it every day, whether you realize it or not. With your boss, clients, spouse, kids, co-workers.

Actually, let’s not call this negotiating for a second.

Let’s call it the Art of Getting What You Want.

Now, let’s add a level of specificity to it.

If you want to learn the art of getting what you want by learning secrets from the top deal makers in the world, then please, carry on into…

Where you are getting it wrong.

94% of all negotiation advice is terrible.

(Yes, that number is made up. It was added for a bit of drama. It’s impossible to know how much of the advice is terrible — let’s just say a lot.

Here’s what I call “the fatal four”:

You’re selfish.

In sales, this is called commission breath. The prospect can feel it. You just want the deal, take your cut, and buy your fancy watch or new house. You don’t care about the prospect or their problems. You're just trying to make a buck.

You’re needy.

Met someone who can’t say no? Will do anything, anytime, anywhere. Prospect says jump and they respond with how high?

Stop that now. Have some self-respect. Your time and what you're selling is valuable. Act like it.

You’re overly aggressive for no reason.

Don’t be a jerk for no reason. In movies, you see big negotiators flexing, being overly aggressive, and beating their opponents into submission.

Key word. In the movies.

This doesn’t fly in real life. You get aggressive, I’ll come over the top and get even more aggressive back.

You’re too technical.

Ever heard the quote “People buy emotionally and rationalize logically”?

Stop with the fancy spreadsheets. Pushing ROI down people's throats.

No one bought because a spreadsheet said so.

They bought because the spreadsheet supported their emotions.

They bought emotionally, then rationalized logically.

Here’s the part where I tell you to be honest with yourself.

Are you selfish?

Are you needy?

Are you overly aggressive?

Are you too technical?

The worst person to lie to is yourself. Good part, it’s not too late.

Admitting is the most important part, then we can fix it.

Here’s how master dealmakers get what they want.

Starting with the most important.

Moral & Ethical Framing

What is this?

It is always reframing conversations to be morally & ethically responsible.

What’s this look in practice?

Picture this. A prospect ghosts you.

Most people reading this will send a breakup email. Maybe even “follow-up”.

They will get mad, and or needy in the response.

What’s the morally and ethically responsible response?

Let’s reframe.

“Human to human here. Both professionals. Could I have the courtesy of a response in the direction we are going?”

We don’t beg. We don’t follow up. We don’t get disrespected.

The best know they are worthy.

They give respect.

But also demand it.

Go For No

Just stop trying to trick people into a group of consecutive “yes” statements.

“So, what if I could save you 50% on your project, is this something you might be interested in?”

No shit, Sherlock.

It’s cliche. Corny. And feels like a snake oil salesman.

Instead, we constantly go for no.

Make the prospect fight for the yes. This isn’t manipulation. We are doing it as a way to be a consultant for our prospects.

Here’s what it sounds like.

Prospect comes to you inbound eager to look at samples. They’ve been successful and in business for 20 years. This would be a big change.

Most salespeople are salivating at the deal. Drooling at the thought of commission and a fancy watch they can’t afford.

Not you. Hear me in your head. The deal maker sitting on your shoulder.

“Go for no”, whispers in your ear.

What you say instead is…

“This is going to sound strange but hear me out. Are you sure switching is the right thing to do? Company has been successful for 20 years doing it the current way. It doesn’t seem worth the risk at all.. Right?”

You can replay this in your head.

What’s the first word out of the prospect’s mouth…

“no…” and then continues to sell you why.

Anchor

This one is pretty basic. Don't screw it up. Headed into a negotiation, never low ball yourself.

Just don’t do it.

If you want $200k, ask for $250k. Need $10M? Ask for $12M. People need to feel like they win. They want to feel like they’ve done their job.

This is really table stakes.

Here’s my rule of thumb.

Pick a fair price.

Bump it 20%.

"But Chris, they won’t talk to me. It’ll be too expensive.”

Wrong.

Here’s how you frame it.

“You know we are typically 20-30% more expensive than the market. I’m guessing we should even quote this deal?”

“No, we figured as much”, they say.

Name your price. You’ve already primed them. They’ve requested a quote.

Now you have some room to negotiate.

Mirroring

Chris Voss made this famous. Every single person in sales read Never Split the Difference and now they think they can negotiate a hostage situation.

This isn’t life and death (well, sometimes it is).

This also isn’t mirroring in the sense of mirror words or actions.

Here’s what Voss teaches.

“So you’re kinda on the high side…”, the prospect says.

You mirror back.

“The high side?”

All mirroring is repeating back what they said with an upward inflection and curious tone.

What the best do is mirror back and challenge emotions.

If someone gets aggressive, you mirror it back.

“You’re crazy if you think we’d ever pay that price”, said in an aggressive tone.

My response, matching the emotion.

“You’re crazy if you think calling me crazy is going to help you negotiate the price. I guess we are done?”

Can you feel the moral and ethically responsible framing, with going for no?

It’s all connected.

Less Statements. More Questions.

H/T to my new coach for this one.

I’ve done it intuitively for 15 years. It’s not until recently I’ve done it with intentionality.

Stop using periods.

Start using question marks.

Someone says “what’s your price?”. Don’t answer.

“What are you hoping to hear me say?" is how we respond back.

I won’t bore you with examples here.

Anytime someone mentions something in a conversation, flip it into a question.

Weekly Challenge

We are focusing on the mistakes this week. It’s a lot easier to stop doing something than to start doing something new.

If you want to practice the new things, reach out to me for a complimentary 15-minute call because you’re a subscriber.

If you want a deeper dive, I do executive coaching for those looking to take 2x their income.

Onto the weekly challenge.

1. Take out a notebook. Must be done analog.

2. In the left-hand column, write all active deals and deals lost in the last 12 months.

3. Next column over, write “How was I selfish?”

4. Next column over, write “How was I needy?”

5. Next column over, write “How was I overly aggressive?”

6. Next column over, write “How was I too technical?”

7. Now for each deal, find a reason you were too selfish or too needy.

8. I don’t care if you feel like you were perfect. Find a reason.

9. On the bottom of the page, I want you to write down why you’re in sales. Make it compelling. A million dollars isn’t compelling. Paying off your kids debt is.

10. Write back one question to me with your biggest negotiating challenge. I’ll respond back.

Closing Thoughts

This newsletter is for you. My only purpose is to teach you everything I know about getting everything you want.

Eventually, I’ll get to your burning desire topic. Or you can reply back to this email and I’ll put it to the top of the list.

Here’s the ask.

Reply to this email with the biggest problem you face in your sales career.

If it’s worth a 1,000+ word post, I’ll write it.

If it’s not. You’ll get a personal email from me.

Until next week.

-Chris