))
Negotiate Like the FBI: Sales Psychology for Startup Founders
Manage episode 485233780 series 3417662
Content provided by [email protected]. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by [email protected] or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
What happens when an FBI-trained negotiation coach brings elite sales psychology into the startup world? You get a masterclass in influence, integrity, and investor persuasion.
Today’s episode of Startuprad.io features Matthias Bullmahn, a crisis negotiation expert, former Accenture executive, and storytelling coach — here to show founders how to negotiate like pros and scale without manipulation.
What You'll Learn:
How to apply BATNA to investor negotiations and enterprise sales
The 3 killer words ruining most pitches — and what to say instead
Why founders fail when they ignore buyer psychology and emotional triggers
How to use the Motive Compass to close deals faster
How AI fits (and fails) in human-centric sales strategies
Guest Spotlight:
Matthias Bullmahn is one of Germany’s leading voices in ethical sales psychology, negotiation, and strategic communication. He’s trained with the former heads of the FBI and Scotland Yard, founded a department at Accenture focused on agile transformation, and today advises founders, corporates, and investors on emotionally intelligent deal-making.
Now It Is Up To YOU:
If you’re a founder, executive, or investor who values clear strategy over sales fluff, this episode is your playbook.
Subscribe to Startuprad.io on Spotify and Apple Podcasts, leave us a 5-star review, and share this episode with someone negotiating their next big deal.
🚀Our Sponsor
👉 Struggling with small biz finances? Tide’s free account + up to €400 cashback makes it a no-brainer: tide.co/Podcastsde – use code STARTUPRADIO
📌 Show Notes
Guest Name: Matthias Bullmahn, Sales Psychologist & Strategic Communications Expert
Related Blog Posts on Startuprad.io:
🎙️ Mastering Startup Negotiation Tactics: Sales Psychology Meets FBI Playbooks
🧠 BATNA for Founders: Your Ultimate Safety Net in Investor Talks
💬 3 Words That Kill Your Startup Pitch (and What to Say Instead)
📊 Case Study: Ecotech Startup Closes Investor Without Product in Market
Relevant External Resources:
Motive Compass by Dirk Eilert (German)
Timestamps:
00:00 – Introduction to Matthias & FBI Training
04:54 – BATNA and Deal Power for Founders
08:45 – Ethical Sales Psychology Explained
18:55 – The Motive Compass: What Drives Buyers?
27:40 – AI in Sales: When It Works, When It Fails
39:10 – How to Win Trust in a Distracted Market
47:05 – Final Advice for Founders & Pitch Mistakes
308 episodes
Share
