Negotiate Like a Pro with Aviso's CI Seller Insights ft. Chris Voss' Principles

How do you ensure your sales team leads the conversation in a world where buyers are experts before the first handshake?

In today's competitive sales landscape, teams face the dual challenges of engaging well-informed clients and mastering complex negotiations within brief interactions. An overwhelming 96% of buyers conduct their product research before initial sales discussions, often preferring to gather information independently rather than through direct interactions with sales professionals​. Additionally, during the B2B purchase journey, customers spend only 17% of their time in meetings with sales representatives, highlighting the importance of maximizing every interaction​.

Integrating Aviso's Conversation Intelligence with Chris Voss’ Techniques

Enter Aviso's Conversation Intelligence (CI), integrated with Chris Voss’s renowned negotiation techniques. This powerful combination offers actionable insights and practical feedback, enhancing your team’s real-time performance and negotiation outcomes. This integration empowers your sales force to navigate today's buyer conversations confidently and effectively.

Why Aviso’s CI Seller Insights is the Go-to Arsenal for Sales Teams

1. Detailed Post-Call Qualitative Assessment

Aviso's system dives deep into the specifics of negotiation techniques, making these insights directly applicable to everyday sales scenarios:

• Tactical Empathy: Aviso evaluates how well sales reps understand and apply empathy, measuring the frequency, duration, and impact of empathetic responses on buyer engagement and trust.

• Labeling: This involves measuring how sales reps acknowledge and validate buyer emotions, a critical trust-building tactic. Aviso tracks the frequency and effectiveness of labels used during conversations, helping your team develop a deeper connection with clients.

• Mirroring: The platform analyzes how effectively sales reps mirror the buyer’s body language, tone, and phrases, enhancing rapport and connection. Metrics such as the percentage of mirrored cues and the frequency of mirroring key phrases are tracked, giving your team a clear path to improving their engagement skills.

• Anchoring: Evaluates the seller’s skill in setting effective anchors during price discussions or value propositions, measuring the ability to establish favorable starting points that influence the buyer’s perception and negotiation position.

• Calibrated Questions: The platform assesses the quality and impact of open-ended questions posed by sales reps, tracking metrics like the total number asked and the detail revealed, which helps uncover buyer motivations.

2. Comprehensive Seller Performance Dashboard

The Aviso Seller Dashboard tracks sales rep performance, helping sales managers improve coaching and sales effectiveness. After each call, reps receive a Seller Score, evaluating their effectiveness in key areas like playbook adherence, emotional intelligence, buyer engagement, CTA effectiveness, active listening, patience, and communication skills. This score provides insights into communication strategies and highlights areas for improvement to drive better sales outcomes.

Here's how the insights from this dashboard can be pivotal in coaching sales reps, especially focusing on negotiation skills:

1. Sales Methodology Progress and CTA (Call to Action) Metrics: The dashboard breaks down data into various sales stages, helping managers identify where reps might struggle or excel. Metrics on call-to-action usage provide insight into how often reps effectively incorporate decisive closing techniques into their pitches, which is essential for assertive communication.

2. Talk Ratio and Communication Effectiveness: The 'Talk Ratio' metric shows the balance of dialogue during sales calls, revealing how much the rep versus the client is speaking. This helps managers train reps on better engagement techniques, such as active listening, which is crucial for understanding client needs and responding appropriately. This metric is vital for coaching as it helps managers guide reps to engage more effectively, maintaining a conversation that encourages client participation and avoids dominating the dialogue.

3. Engaging Questions and Monologue Duration: Tracking 'Engaging Questions' helps managers coach reps on improving their questioning techniques to uncover deeper client insights and needs. Effective questioning techniques can guide the conversation strategically while allowing clients to feel in control. The 'Longest Monologue' metric indicates periods of prolonged speaking by the rep without client interaction, which can lead to disengagement. Training reps to avoid lengthy monologues helps keep the conversation interactive and engaging.

4. Manager Review Metrics on Product Knowledge and Discovery Questions: Indicators for Product Knowledge and the ability to ask Discovery Questions assess a rep’s capability to handle objections and thoroughly understand client needs—important aspects of effective negotiation. These metrics help managers focus their coaching on enhancing product knowledge and strategically using questions essential for a successful negotiation.

By leveraging these insights, sales managers can provide targeted, data-driven coaching that refines sales skills and boosts the overall effectiveness of sales interactions.

3.AI & Manager Led Coaching Rooms

Sales coaching is a critical component in driving the success of any sales team, and in today's fast-paced business environment, leveraging AI and real-time tools can make a significant difference. Aviso’s Conversation Intelligence (CI) product revolutionizes the way sales reps receive coaching, blending AI-driven insights with manager-led guidance to enhance performance and productivity. Through real-time call analysis, immediate post-call feedback, and targeted coaching sessions, Aviso equips sales teams with the tools they need to excel in every conversation and continuously improve their techniques. Here’s how Aviso’s innovative approach to coaching can transform your sales operations:

1. Real-time Coaching

Aviso CI gives real-time call guidance to sales reps with the tools they need to excel in every conversation. 

Key features include:

• Real-Time Call Analysis: Instant AI-powered transcription and analysis of calls, capturing key moments and highlights without delay, allowing reps to focus on the customer instead of note-taking.

• Live Transcriptions: Accurate, on-the-fly transcripts ensure reps stay engaged with the customer and informed about the conversation.

• Key Metrics and Deal Details: Comprehensive call metrics and deal specifics are provided in real-time, along with automatically capturing the next steps, enhancing productivity.

• Contextual Checklists: AI-generated, context-based checklists help reps stay on track, reminding them of the call flow and automatically tracking discussed topics.

• Recommended Responses: Real-time recommendations for handling objections and competitor mentions, including providing relevant battle cards to navigate challenging conversations effectively.

2. Coaching Opportunities

Aviso’s Coaching Room, part of its Conversation Intelligence product, offers a specialized post-call chat interface where sales reps can engage with managers or experts for immediate, focused feedback on their calls. This feature allows for real-time analysis and targeted coaching on handling objections, pricing discussions, and refining sales techniques, ensuring continuous improvement and effectiveness in future calls.

3. Coaching Room

Aviso's Coaching Room, part of its Conversation Intelligence product, offers a specialized post-call chat interface where sales reps can engage with managers or experts for immediate, focused feedback on their calls. This feature allows for real-time analysis and targeted coaching on handling objections, pricing discussions, and refining sales techniques, ensuring continuous improvement and effectiveness in future calls.

Overall Benefits of Aviso’s Seller Insights

• Personalized Strategy Adaptation: Seller Insights helps sales teams tailor their approach to each buyer's preferences and pain points. Advanced analytics and real-time feedback allow your reps to engage meaningfully, build rapport, and enhance trust, leading to more effective negotiations and higher conversion rates.

• Proactive Account Engagement: AI-driven insights identify and prioritize opportunities based on interaction patterns and engagement readiness. By focusing on the most promising prospects, your sales reps optimize their efforts and increase the success rate of your sales initiatives.

• Competitive Intelligence: Crucial insights into market trends and buyer behaviors enable your sales team to adapt strategies and stay ahead of competitors. This data-driven approach helps your sales force leverage unique selling propositions and maintain a competitive edge.

Conclusion

Incorporating Aviso's Seller Insights with the integration of Chris Voss' Negotiation Principles is essential for sales leaders aiming to elevate their teams' performance in an environment where buyers are increasingly well-informed. This approach ensures that sales professionals can effectively utilize advanced negotiation strategies, adapt quickly to buyer needs, and enhance their ability to secure successful deals. By focusing on continuous skill enhancement and data-driven insights, sales leaders can foster a culture of excellence that directly translates to improved business outcomes and customer satisfaction.

To learn more about Aviso Conversation Intelligence, contact us today.