What Motivates The Other Side Of A Sales Negotiation?

In order to be successful in a sales negotiation, you need to play two roles: your side of the negotiating table as well as the other. When you are trying to determine how the other side of the table views the world (and therefore how they will negotiate with you), one of the most important … Read moreWhat Motivates The Other Side Of A Sales Negotiation?

In A Sales Negotiation, Ya Gotta Have A Strategy…

If you were the coach of a football team, you wouldn’t go into your next game without a strategy for winning would you? Then why would you ever consider starting a sales negotiation without having a strategy for getting the deal that you want to get? Issues = Strategy Before you can even start to … Read moreIn A Sales Negotiation, Ya Gotta Have A Strategy…

Aim For Sales Negotiation Success By Picking The Right Target

What is the #1 thing that you need to do before you sit down at your next sales negotiation? Polish your shoes? No. Work on your icy “that deal’s not good enough for me so don’t even offer it” stare? No. How about something much simpler that all too often gets forgotten by even the … Read moreAim For Sales Negotiation Success By Picking The Right Target