Angel M Flener, Le
April 13, 2025

Okay, so here’s the gospel truth: I have THE coolest son-in-law ever. Like, if being awesome were a job, he’d be CEO. Not only is he great to hang out with, but he also somehow turns every casual convo into a life lesson—especially when it comes to sales and closing deals. This
week’s topic?

Negotiation and Compromise.

Now, I don’t know about you, but the word “sales” used to make me want to run away and hide under an LED blanket.

Negotiating a deal? TERRIFYING.
I'm an aesthetician, not an auction broker.

Compromise? UGH!
Sounds like giving up and still being polite about it.

You see, people love to say things like “Let’s just meet in the middle” or “How about we split the difference?” Sounds fair, right? Well… maybe not.

Let me hit you with a "what-if"...
What If Splitting the Difference Is Just nothing more than… Losing Nicely?

Let’s say you charge $100 for an amazing skincare treatment. Your competition down the street charges $50 for something kinda similar (but let’s be honest, not nearly as fabulous as what you can offer). A client walks in and says, “Can we split the difference and do $75? You’re still making money, right?”

Cue the eye-twitch, Right?

Sure, $75 is better than zero... technically. But what if your service is actually worth every penny of that $100? What if agreeing to less makes you feel like you just handed over your favorite hoodie to a stranger who says to you, “It’s still warm, right?”

My son-in-law Ryan (the sales Yoda) recommended a book called “Never Split the Difference” by Chris Voss—a guy who used to negotiate with actual hostage takers for the FBI. You think sales is stressful? Try talking someone out of robbing a bank.

Anyway, Voss’s approach to negotiation is totally different from the “just meet in the middle” thing. It’s smarter, cooler, and a whole lot more effective.

5 Sales Hacks from a Guy Who Negotiated with Criminals (No, Really)

1. Tactical Empathy (aka Jedi Mind Listening)
This doesn’t mean agreeing with the other person—it just means really listening. Like, REALLY listening. When people feel heard, they’re more likely to work with you.

Try saying:
“It sounds like you’re worried about cost…”
Watch how fast the awkwardness becomes an Instant connection!

2. Mirror and Label (a.k.a. Talk Like a Parrot—but Nicely)
Repeat the last few words someone says—it keeps them talking. Then label what they’re feeling.

“You’re feeling unsure about the price.”
(Nailed it. You’re practically a therapist now!)

3. “No” Isn’t the End—It’s the Beginning
Most people hear “no” and think, Welp, I guess that’s over.
But Chris Voss says “no” is just someone saying:

“Hold up, I need more info....” (It’s actually the start of the real conversation)

4. Ask ‘How’ and ‘What’ Questions (and Sound Super Smart Doing It)
Instead of trying to digest, “Can you lower your price?" with a straight face, just ask:

“How am I supposed to do that?”

or


“What would this look like if we made it work for both of us?”

Now you’re not begging—you’re brainstorming....together.

5. Get Them to Say “That’s Right,” Not “You’re Right”

“You’re right” is what people say when they want you to stop talking.

“That’s right” means they feel truly understood—and that’s when deals actually happen.

So… Why Does This Matter?

Whether you’re selling a facial treatment or product, a car, or just trying to convince your husband or best-friend to pick your favorite pizza place, negotiation is everywhere. And when you learn to do it like a pro, you don’t have to give up what you’re worth just to keep things “fair" or "within budget".


********

So the next time someone says, “Let’s meet in the middle,” ask yourself:

What if there’s a better option on the table?

Remember, compromise isn’t always the answer. Sometimes, the smart move is to never "split the difference".


#Business #Compromise #licensedaesthetics #Aesthetician #closingthedeal #ArtoftheDeal
#Negotiating #Negotiation #chrisvoss #neversplitthedifference