Travis Chappell reviews the book Never Split the Difference by Chris Voss from the perspective of someone who has an extensive background in door to door sales. Find out why Travis views this book as one of the best sales books out there. Show Notes: How Chris Voss’s hostage negotiation background never allowed him to “split the difference.” Chris’s six points: Anchor their emotions Let the other guy go first Establish a range Pivot to non-monetary terms When you do talk numbers, use odd ones Surprise with a gift How Chris implements anchoring emotions and a story right from the book. Let the other side anchor monetary negotiations so you don’t undersell yourself. Prepare yourself to withstand the first offer so your reality does not get bent. The Anchor and Adjustment Effect. Whether you should you be the “shark” or the “rookie”. Key Points: Anchoring emotions is an effective way to bend reality. Let the other side anchor monetary negotiations to avoid being undersold. Learn whether you should be the “shark” or the “rookie” in a given situation. Tweetable Quotes: “Chris’s background in hostage negotiation taught him the importance of not splitting the difference.” -Travis “I highly, highly recommend Never Split the Difference, to learn effective negotiating skills.” -Travis Resources Mentioned: Visit Travis’ website at http://www.buildyournetwork.co/ (Buildyournetwork.co) Join the Build Your Network Facebook group http://www.buildyournetwork.co/fb/ (BYN.media/fb) Join the Build Your Network University Facebook group here https://www.facebook.com/groups/bynuniversity (byn.university). Get your free mastermind course from Travis here: http://www.freemmcourse.com/join (Freemmcourse.com/enroll) Enroll in the presale of the Explode Your Network training: https://travischappell.typeform.com/to/NIcb4y (TravisChappell.com/Explode) Sign up for a VIP Day with Travis: http://travischappell.com/Coaching (TravisChappell.com/Coaching) https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 (Never Split the Difference: Negotiating As If Your Life Depended On It) by Chris Voss For information regarding your data privacy, visit https://www.acast.com/privacy (acast.com/privacy)Check out FranBridge Consulting for premier non-food franchise opportunities: travischappell.com/franbridgeOur Sponsors:* Check out Kinsta: https://kinsta.com Learn more about your ad choices. Visit megaphone.fm/adchoices