We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position to get more of what they want out of the negotiations. However, do you know how to check your power before you enter into a negotiation? I know the questions … Read morePower Questions That Every Sales Negotiator Must Ask
How many times has this happened to you: there you are, you’ve jumped into a sales negotiation and started off with your initial negotiating position. The other side did exactly the same thing. You are miles apart and it seems like there is no way that you are ever going to bridge the gap. What … Read moreSales Negotiations: How Do You Get From The Middle To The End?
I often like to think of a sales negotiation as being very similar to a dance. The first few moves are very well known and are recognized by both sides. However, very quickly things can get out of control. Neither partner recognizes what the other partner is doing and toes start to get stepped on. … Read moreWhy Sales Negotiations Always Seem To Be A Failure Early On
So what’s the secret to conducting a successful negotiation? Is it taking enough time to plan? Is it picking the right place to hold the negotiations? Turns out that none of these are the right answer. Instead, if you want to be successful you need to do one simple thing: plan for everything to go … Read moreRemember: “Negotiation” Spelled Backwards Is “Change”