How To Apply Advanced FBI Interrogation Techniques To Your Discovery Calls and Negotiation

If you want to negotiate and uncover every possible detail during a discovery call, you should be well-prepared psychologically and well-researched. But that just puts you on-par with every other prepared salesperson. That's not good enough for me. So I took it to the extreme and studied FBI interrogation techniques and aligned their best techniques with the B2B sales process. You want to know these heavily guarded secrets? Then you came to the right post.

Essential Disclaimer: FBI interrogation techniques often focus on situations where guilt is suspected. B2B sales should be a collaborative process of discovering if you can genuinely help a potential client. Manipulative or deceptive sales tactics almost always backfire.

With that said, here's how some FBI tactics can be ethically adapted for a B2B sales context:

Incorporating FBI Techniques & Sales Adaptation

1. Preparation:FBI: Researching the suspect, crime scene, evidenceSales: Research company, industry, decision-makers thoroughly. Understand their pain points, solutions they've tried, etc.
2. Rapport BuildingFBI: Establish initial trust. Avoid open hostility. May show some sympathy to lower defenses.Sales: Friendly and professional. Find common ground (industry trends, shared connections). Don't become a pushy salesperson immediately.
3. Behavioral BaselineFBI: How does the suspect react normally (voice, posture, etc.)? This helps spot deviations that may indicate discomfort/lying.Sales: How does the prospect respond to neutral questions (about their role, the company)? This helps calibrate how engaged, open, or guarded they are.
4. Theme DevelopmentFBI: Presenting a narrative version of the crime to elicit reactions and inconsistencies from the suspect.Sales: "Based on what I know, here's a common scenario companies like yours face, does this resonate?" Helps you validate assumptions and get them talking.
5. Direct Questions FBI: Specific questions seeking confirmable details.Sales: "What's your budget timeframe?" "Who else has final say in this decision?" Pinpoint specifics crucial for closing the deal.
6. Handling ObjectionsFBI: May present 'evidence' to overcome denials.Sales: "Many in your position thought [objection], but found [counter-argument]. Is that a potential concern for you too?" Acknowledge the objection, but offer a different perspective.
7. SilenceFBI: Gives suspect time to fill the void, may reveal more than intended.Sales: After a value proposition, give them time to think. Resist filling the silence with chatter. They might reveal a need you didn't anticipate.

What NOT to Adapt

• Isolation: FBI may isolate a suspect. Your prospect should feel able to leave, consult with others, etc. Pressure is counter-productive.
• Accusation: You're not out to make the prospect feel they've done something wrong. You want them to perceive you as a solution-provider.
• False Promises: FBI may offer leniency. Don't overpromise what you can't deliver to close a deal.

Key Sales Mindset

• Curiosity, Not Judgement: Be genuinely interested in their pain points, not focused on catching them in a lie.
• Collaboration: You want to arrive at a solution together, not to "win" a negotiation against them.
• Respect: They have choices. Make it easy to do business with you, or they'll find someone who does.