Why The Planning Purpose Trap Will Get A Sales Negotiator Every Time

A sales negotiation can sometimes sneak up on you, and if you aren’t careful it can bite you in the rear. One such case is what’s called the “planning purpose trap” and it has bitten more than one sales negotiator. It turns out that there’s really no reason to fall into this trap and so … Read moreWhy The Planning Purpose Trap Will Get A Sales Negotiator Every Time

Sales Negotiators Must Know The Difference Between Needs And Wants

Professional sales negotiators know that when the other side of the table lays out what they are looking to get out of a negotiation, everything is not as it seems. It turns out that the world of negotiating is divided into two groups: wants and needs. The World Of Wants Whenever any of us starts … Read moreSales Negotiators Must Know The Difference Between Needs And Wants

Professional Sales Negotiators Know How To Flinch Like An Italian

When you are involved in a sales negotiation, just exactly how should you behave? For some odd and unexplained reason, a lot of us think that we need to be stoic statues who never show any emotion. Wait a minute. We’re involved in a sales negotiation where we are trying to get the best deal … Read moreProfessional Sales Negotiators Know How To Flinch Like An Italian