The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
drjim 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 more
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 more
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 more
Every time we negotiate, we are entering into a new relationship. The one thing that we need to do before we start each negotiation is to figure out just exactly what type of relationship we want to enter into this time. Although this sounds like it’s an easy question, it turns out that finding the … Read more
In the world of negotiating, we all love the idea of getting to win-win. Walking away from our next sales negotiation with the feeling that not only did we get a great deal, but that we left the other side feeling the same way is every negotiator’s dream. It turns out that if this is … Read more
While working with one of my sales negotiations students the other day I was asked a great question that I don’t often hear. The student had reported that she was feeling frustrated because she was working on a number of deals and when it came time to negotiate, the actual negotiations seemed to drag on … Read more
Raise your hand if you have tunnel vision! Is your hand up sales negotiator? Even if your hand isn’t up, I’m willing to bet that it should be. When we are preparing for our next sales negotiation it is all too easy to get caught up in the moment and forget about, hmm – what … Read more
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 more
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 more
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 more