What can you learn from The FBI about closing sales? Plenty, according to Chris Voss, former FBI international kidnapping negotiator and author of “Never Split the Difference: Negotiating As If Your Life Depended On It” (HarperCollins, May 2016). It’s all about understanding and influencing your prospects or adversary’s emotions. Beyond active listening and mirroring, Gillian and Anne discuss some of the surprising tactics The FBI uses and how to apply them to close more deals for your startup.c
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