Book

Never Split the Difference

Chris Voss Paid Intermediate

Your short answer says to ask what would have to be true for someone to pay today, and this book is the toolkit for exactly that kind of question. Voss teaches calibrated "how" and "what" questions that make a stalling buyer explain their own blockers out loud. Read it to turn a polite "let me think about it" into a real conversation about what is actually stopping the yes.

• Open questions with how and what get buyers to reveal the true objection
• A "no" is often the start of the deal, not the end
• Let the buyer talk their way to the reasons they should act