Read time: 3mins

I’ve recently been re-reading Never Split the Difference by Chris Voss.

(probably my favorite sales book)

There are so many actionable takeaways we can implement right away.

My two favorite: Mirroring and Labeling.

Mirroring

This is simple, but feels awkward at first.

You’re simply repeating 1-3 words back to the prospect in an inquisitive tone.

The goal here is gather information.

They’re also really good to use when you’re in a confrontational setting where two parties disagree.

ex.

A: “Yeah I think we’re holding off on the project for now.”

B: “We’re holding off?”

A: “Yeah, we have some other priorities that we need to tackle first.”

B: “Other priorities?”

etc…

Mirrors help you dig in, and uncover more information.

Labeling

Labels are used directly with emotions.

You label emotions to help build a relationship and gather information.

1st step: be aware of the emotions the other person is going through.

2nd step: Label it (it seems like, it feels like, it looks like)

ex. It feels like you’re upset about this…

I’ve included some different variations of these labels below.

This Weeks Resources.

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Cipriano Martins Sales Synergy