How to sell like an FBI negotiator…

I’m reading this fascinating book on FBI hostage negotiations by Chris Voss.

It’s called: Never Split the Difference: Negotiating As If Your Life Depended On It

I pre-ordered it 2 weeks ago… and then waited with baited breath for it to be delivered on its release date.

Every day, I waited.

Do you know how long it’s been since I’ve waited more than 2 days for a book to come in?


It’s been years. (Thank you Amazon Prime!)

So then the book comes in… and it’s everything I hoped for: Practical, useful, relatable… and full of stories of real life negotiations, including lots of things that went WAY wrong so that I don’t make the same mistake when I become a hostage negotiator.


I’m not going to become a hostage negotiator.

Or maybe I already am one, because I’m the mother of 4 teens (and a 2nd grader)… and because I write sales copy for a living.

It’s not exactly hostage taking, however, I do offer products for sale, and I do want people to see things my way…

… and there are always hot emotions in play.

So… you could say that anytime the stakes are high, this is the book for you.

Plus lots of the ideas directly translate into sales writing.

This is important because most influence books only apply to belly-to-belly sales. That’s no bueno for us writers.

Here’s the link again: 

I’m especially fond of the part where he says the most important part of getting the other person to do what you want is: helping them stop their “unbelief”… essentially removing the barriers… 

Said simpler: Find their objections and neutralize them by focusing on the person and their unique motives.

Hmm. That sounds exactly like what I teach.

This is important –> It’s time to find out what’s driving your ideal buyer crazy and help him find a solution. The sooner he sets the hostage free, the sooner he can get on with his life.

That’s a good thing.

If you’d like to know who your ideal buyer is, we can sort that out in about 15 minutes by Skype. It’s a free consultation. There’s no obligation. Click here to reserve your spot.


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