320 - Your Top Negotiation Tools: Mirroring and Labeling

Jun 27, 2024

Ever had this conversation while cold calling?

You: “How much would you sell your home for?”

Seller: “$500,000 and it's yours!”

In this episode, we dive into the art of handling challenging seller conversations with the powerful techniques of mirroring and labeling. Join Zack and student Jay Diaz as they break down a real call scenario where a seller throws out an inflated price with a touch of arrogance. Learn how to navigate these situations and turn potential dead ends into profitable deals.

Key Takeaways:

• Mirroring Techniques: Discover how repeating key words from the seller’s statements can keep them talking and reveal their true intentions.
• Labeling Strategies: Learn how to use phrases like "It sounds like..." to uncover the underlying motivations and concerns of the seller.
• Effective Questioning: Understand the power of asking intelligent questions to take control of the conversation and diagnose the seller’s needs.
• Cultural Acceptance: Address the common cultural behavior of being rude to salespeople and how to navigate it professionally.
• Real-World Application: Hear a live role-play example demonstrating these techniques in action, providing a practical guide for your calls.

Resources:

• Deal Machine (Discount code PIN)
• $40k in 40 Days Challenge
• Driving For Dollars Mastery
• FREE TRAININGS – Get Started in Creative Real Estate
• Chris Voss Masterclass