The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
drjim When you sit down to conduct a sales negotiation, you need to be assured that the people sitting on the other side of the table have been granted the authority by their company or organization to reach a deal with you. Under normal circumstances this can hard enough to do; however, when the other side … Read more
What’s your most valuable resource? You might have said money, but I’m willing to bet that it’s really something else – time. You can always earn more money, but once you spend time on some task, it’s gone, gone, gone. That’s why when you are negotiating with someone it is critical that you quickly get … Read more
Are you familiar with the “shell game”? You know, it’s the one that they show in the movies all the time where the street hustler sets up a table with three shells of some sort on it. He proceeds to put a pea under one of the shells, shuffles them, and then asks passers by … Read more
What’s your most valuable resource? You might have said money, but I’m willing to bet that it’s really something else – time. You can always earn more money, but once you spend time on some task, it’s gone, gone, gone. That’s why when you are negotiating with someone it is critical that you quickly get … Read more
Just when you think that you’ve got everything nailed down in a sales negotiation, you just might run into the issue of escalating authority. Sure you’ve reached a deal with the other side of the table, but then all of a sudden somebody else gets involved and it turns out that they don’t like your … Read more
Got a great email from reader Nadir Benouali the other evening. Nadir has a fantastic set of negotiating experiences and was willing to share them. Nadir is a US citizen of Algerian origin, and speaks Arabic, Spanish, and French. The last 20 years have been spent negotiating business around the world which provided exposure to … Read more
When we start a sales negotiation, we have certain expectations about how it’s going to go. If we’re selling something, then we believe that the other side will state what they are interested in buying, we’ll have some discussions and we’ll eventually provide them with a proposal. We then expect them to react to the … Read more
Power, power, power – sales negotiations are all about who has the most power, right? Well, no – sometimes it’s about who doesn’t have the power. A case in point is when you find yourself in a situation where you have limited authority – your hands are tied. It turns out that that there are … Read more
When we talk about what it takes to be successful in your next sales negotiation, we often talk about how much authority you can bring to your side of the table. Your basic goal needs to be to show up to the negotiation with as much authority as you can bring – you are “the … Read more
How do you feel about negotiating? If you really don’t like to do it, then I’ve got a great option for you: just go ahead and buy something and then worry about doing the negotiating later on. Wait you say, is this even possible. The answer is yes, but you might want to think twice … Read more