Two FBI Negotiation Tactics That Will Increase Your Close Rate | Chip Massey & Adele Gambardella - 1813

Have you ever wondered how FBI agents can get suspects to tell them everything within seconds? Those tactics they’re using can be surprisingly practical in your sales game.  In this episode, I invite two exceptional guests, Adele Gambardella, and Chip Massey, to share their unique hybrid of sales wisdom drawn from their expansive backgrounds. Listen to discover forensic listening and effective convincing techniques to boost your sales success. Guest Introductions Adele Gambardella With over 15 years of experience running her own agency, Adele shares the journey of transitioning from cold calls with limited success to securing significant clients through strategic media coverage offerings. Adele expertly discusses how her PR and journalism background seamlessly blended into her sales tactics, making her exceptionally skilled in selling concepts and narratives. Chip Massey Chip details his fascinating transition from FBI special agent and hostage negotiator to business consultancy, where he met Adele. The collaboration between Chip’s high-stakes negotiation skills and Adele’s PR expertise forms the foundation for their innovative sales training firm. His profound understanding of human behavior and negotiation lends invaluable insights into the sales process. Forensic Listening Definition: Forensic Listening is the art and science of analyzing conversations to understand clients' unspoken narratives and emotions. Four Key Components Emotion: Identifying and tracking the present emotions during the conversation. Theme Development: Recognizing recurring themes that indicate what the client values the most.

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!