Chris Voss

And this woman in the head of their sales is trying to get the head nurse of this particular hospital to accept a system, have been a yes-oriented approach. And she says, look, this woman is in no mode. She says no to everything I say. So I'm like, all right, flip your questions. She's like, no, that's not going to work. That's stupid.

And this woman in the head of their sales is trying to get the head nurse of this particular hospital to accept a system, have been a yes-oriented approach. And she says, look, this woman is in no mode. She says no to everything I say. So I'm like, all right, flip your questions. She's like, no, that's not going to work. That's stupid.

I mean, if I just reword it and she says, no, it's going to change things. And so she got up out of the room, left the training, went to the hallway, sent the head nurse a text. Are you against implementing this program? The head nurse immediately texted back, no, just let me know what we have to do to move forward. And she comes walking back in a room with her phone in her hand.

I mean, if I just reword it and she says, no, it's going to change things. And so she got up out of the room, left the training, went to the hallway, sent the head nurse a text. Are you against implementing this program? The head nurse immediately texted back, no, just let me know what we have to do to move forward. And she comes walking back in a room with her phone in her hand.

I mean, if I just reword it and she says, no, it's going to change things. And so she got up out of the room, left the training, went to the hallway, sent the head nurse a text. Are you against implementing this program? The head nurse immediately texted back, no, just let me know what we have to do to move forward. And she comes walking back in a room with her phone in her hand.

She can't believe what's on. You guys are not going to believe what just happened. And so people condition themselves that when they say no, they're safe. And they're willing to entertain stuff that they've been blocking previously just because saying yes scared them.

She can't believe what's on. You guys are not going to believe what just happened. And so people condition themselves that when they say no, they're safe. And they're willing to entertain stuff that they've been blocking previously just because saying yes scared them.

She can't believe what's on. You guys are not going to believe what just happened. And so people condition themselves that when they say no, they're safe. And they're willing to entertain stuff that they've been blocking previously just because saying yes scared them.

How can you give yourself a lot of practice to start with? First of all, the test to see if it worked. And the most common thing is calling somebody on the phone or even stopping them and saying, have you got a few minutes to talk? Flip that to is now a bad time to talk. That will get your practice.

How can you give yourself a lot of practice to start with? First of all, the test to see if it worked. And the most common thing is calling somebody on the phone or even stopping them and saying, have you got a few minutes to talk? Flip that to is now a bad time to talk. That will get your practice.

How can you give yourself a lot of practice to start with? First of all, the test to see if it worked. And the most common thing is calling somebody on the phone or even stopping them and saying, have you got a few minutes to talk? Flip that to is now a bad time to talk. That will get your practice.

Now, I'll tell you in advance what the reaction is going to be when you say it's now a bad time to talk. They're going to hesitate for a moment and then they're like, no, no, what do you got? Or they'll say, as a matter of fact, it is a bad time. And then they'll tell you when they can't talk. And what you want is you want a conversation where they don't feel guarded.

Now, I'll tell you in advance what the reaction is going to be when you say it's now a bad time to talk. They're going to hesitate for a moment and then they're like, no, no, what do you got? Or they'll say, as a matter of fact, it is a bad time. And then they'll tell you when they can't talk. And what you want is you want a conversation where they don't feel guarded.

Now, I'll tell you in advance what the reaction is going to be when you say it's now a bad time to talk. They're going to hesitate for a moment and then they're like, no, no, what do you got? Or they'll say, as a matter of fact, it is a bad time. And then they'll tell you when they can't talk. And what you want is you want a conversation where they don't feel guarded.

And I've never had anybody not give me a better time. And plus, in many cases... They may be able to talk to you, but they're distracted. A lot of people make the mistake of multitasking. When we were talking about, you know, the bourbon that my company's launching, you know, I got my bourbon shirt on, the difference. You know, anything I get, I'm a human billboard.

And I've never had anybody not give me a better time. And plus, in many cases... They may be able to talk to you, but they're distracted. A lot of people make the mistake of multitasking. When we were talking about, you know, the bourbon that my company's launching, you know, I got my bourbon shirt on, the difference. You know, anything I get, I'm a human billboard.

And I've never had anybody not give me a better time. And plus, in many cases... They may be able to talk to you, but they're distracted. A lot of people make the mistake of multitasking. When we were talking about, you know, the bourbon that my company's launching, you know, I got my bourbon shirt on, the difference. You know, anything I get, I'm a human billboard.

I'm going to advertise my stuff when I get the opportunity.

I'm going to advertise my stuff when I get the opportunity.

I'm going to advertise my stuff when I get the opportunity.