What I learned about closing deals from the FBI Negotiator, Chris Voss

Are you convinced you know how to build trust and close deals—or could everything you’ve learned about sales and negotiation be… wrong? 

Today’s episode of Life After Corporate, is a “Fan Favorite”. Host Deb Boulanger sits down with world-renowned negotiation expert and author of “Never Split the Difference,” Chris Voss. What if the secret to sales success isn’t pitching or persuading, but mastering the art of emotional intelligence—and knowing exactly what’s going on inside your prospect’s mind? Chris shares gripping stories from his days as an FBI hostage negotiator and brings actionable advice straight to new entrepreneurs ready to leave their corporate comfort zone. 

Are you ready to ditch awkward scripts and create sales conversations that convert with confidence?

[3:34 – 09:09 ] From High-Stakes Negotiation to Entrepreneurial Sales Essentials

• Learn why sales is fundamentally a psychological act and how most rapport-building methods are flawed from the start.
• Understand the importance of tone and demeanor—as seen through the lens of crisis hotline and hostage negotiation experience—to quickly gain trust.
• See how curiosity and coachability consistently drive results, no matter your starting point or career background.
• Discover the power of volunteering, taking initiative, and “jumping in” before feeling completely ready—key lessons from the front lines of crisis and business.

[09:10 – 17:52] Rethinking Rapport and Listening: The Truth About Building Trust

• Learn why “reiterating your value proposition” is often the fastest way to lose trust and what you should do instead.
• Hear specific language patterns that show deep understanding of your client’s reality—without centering the conversation on yourself or your product.
• Discover how effective sales starts by voicing what’s on your prospect’s mind, building credibility, and lowering defenses.
• Apply actionable techniques like labeling, mirroring, and open-ended questioning—why and how they create the “That’s right!” effect clients crave.

[17:53 – 33:18] The Unconventional Psychology of Selling and the Danger of “Yes”

• Uncover why getting a “yes” can actually sabotage your sales—and why “That’s right!” is the real breakthrough you want.
• Decode the powerful sequence of paraphrasing, labeling, and summarizing to make prospects feel truly heard (and more honest and collaborative).
• Grasp the transaction cost of uncertainty and how expertly managing calendar and call time sets you apart and fosters lasting trust.
• Learn to identify and articulate the “voice in their head” to establish instant alignment and rapport

[33:19 – 45:08 ] Fear, Objections, and Gender in Negotiation: Advanced Strategies

• Shift your focus from “overcoming objections” to discovering hidden counter-offers—and manage conversations to avoid being mined for free advice.
• Learn the subtle differences in phrasing (“you sound like” vs “what I’m hearing is”) that move the emotional needle for your clients.
• Find out why women often have an advantage in emotional intelligence-based negotiation—and how anyone can reach top performance through coachability.
• Access ongoing learning and resources, like actionable newsletters and community support, to continuously refine your negotiation and sales game.