The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
Pity the poor American salesperson who goes out into the world of business and tries to negotiate. Sure, he/she is probably well equipped to negotiate with his / her American born-and-breed peers. I mean, after all, we share the same vocabulary, culture, and were brought up pretty much the same way. However, what happens when … Read more
Who wouldn’t want to be in a long term relationship? I mean we wanted our parents to be in one, we want to be in one, movies always end by having the hero walk off into the sunset and into a long term relationship, right? It turns out (as with so many things in life), … Read more
What’s your mental picture of a typical sales negotiation? When you close your eyes do you see a lushly carpeted board room with a large oval table in the center and padded leather chairs all around it? If so, then in most cases you are sadly mistaken. An amazing number of sales negotiations occur over … Read more
You can never say it too many times: in order to reach an agreement with the other side during a sales negotiation, you ALWAYS have to make some sort of concession(s). The trick to doing this correctly is to make sure that you don’t make so many concessions that when a deal is struck that … Read more
Sales negotiating is all about concessions. You make them, the other side makes them. Finally, if enough has been given, then you should be able to reach a common middle ground where a deal can be struck. The trick is knowing how and when you should make your concessions. Here are some tips from the … Read more
Sales professionals really don’t like to enter into a negotiation naked. When you don’t have any authority to make concessions, you basically feel pretty naked. Likewise, if you have full authority, then you’ve got a whole other set of problems. Back to the poor sales negotiator who has no authority. Hold on a minute, they … Read more
Do you run the world yet? I’m going to guess that the answer is no (if it isn’t, then we need to talk). When we talk about being successful in a sales negotiation, we often spend a lot of time trying to figure out how we can get more negotiating power on our side. However, … Read more
When driving a car, the #1 thing that most of us fear is hitting a wall. Or another car. Or pretty much anything that would cause us to come to a complete stop quickly. Why are we so afraid of this? Well duh – it will damage / destroy the car that we’re in, delay … Read more
In the world of Hollywood, they have the ability to make the unreal seem oh so real. However, right now they are having a great deal of difficulty negotiating to make a contract between the big movie studios and the Screen Actors Guild (SAG) become a reality. Are we going to be looking at another … Read more
What would the world of negotiating be without deadlines? I can tell you that Hollywood movies would lose a lot of their plot if the bad guys couldn’t set impossible deadlines for our heroes to try to meet. What about real life – why do people use deadlines while negotiating? It’s actually pretty simple, a … Read more