Why Professional Sales Negotiators Build A House Of Straw

In order to make your next sales negotiation a success, you are going to end up having to make some concessions. Knowing that you’re going to end up having to do this means that you’re going to need to have some strategies up you sleeve relating to how you want to manage your concessions. One … Read more

Tactics 101: Giving Away Nothing & Becoming A Litterbug

In the world of negotiating, the actual process of negotiating is very much an art. In order to be good at it, a master sales negotiator needs to have a complete collection of negotiating tactics at his or her disposal. Not every negotiation will call for every tactic to be used, but as any auto … Read more

2 Negotiating Secrets That Nobody Else Will Tell You

Ok, so it’s time to get down and dirty about this sales negotiating stuff. Time after time I keep seeing sales negotiators making the same two mistakes over and over again and it just has got to stop. You can build the best product in the world, have the best sales team, but if you … Read more

The Total Cost Approach For Dealing With Unmovable Prices

When a seller is standing firm and appears to have no desire to make any concessions to you on the price of the product or service that they are selling, what’s a buyer to do? I don’t care how charismatic you are, you can spend all day talking and still not make any progress on … Read more

Learn To Say “No” From A Russian

So What’s So Hard About Saying “No”? As I work with sales negotiators and teams of negotiators I am constantly surprised by just how hard it is for them to say one simple word: “No” . I’m not sure if it’s the way that we’ve been raised or if we all have some built-in need … Read more

Follow The Bouncing Price: What Sales Negotiators Need To Know

A Price Is Not A Fixed Thing Inexperienced sales negotiators often enter into a negotiation thinking that the price of something that they are trying to buy or sell is fixed – it’s set in concrete and cannot be changed. They think that their goal is to “discover” what this price is through negotiating. Those … Read more

Deadlines Make Sales Negotiators Give It All Away

Every sales negotiation has some sort of time limit associated with it. You might have an hour, a day, or even longer to conduct the negotiations, but there is some point in time at which you’ll run out of time to talk. This is when most sales negotiations fall apart. The Problem With The End … Read more

Sales Negotiators Know Not To Give In First

I wish that there was some sort of black magic potion or single scientific study that I could point to in order to justify what I’m about to tell you, but there isn’t. So here it goes: never be the first to make a concession on a MAJOR issue. Why Should We Take The Hard … Read more

3 Things Every Sales Negotiator Needs To Know

Wouldn’t it be great if the best sales negotiators in the world could drop by our place and sit down with us for awhile to share what they’ve learned? If you knew that they were coming, what questions would you ask them? We’ve already talked about some of the things that master sales negotiators could … Read more

3 Secrets Successful Sales Negotiators Use To Win

Ok, so I’ll be the first to admit it – I used the forbidden word “win” in the title. In sales negotiations we prefer to not say “win” because it implies that there is also a “loser”. and that’s not a good thing. How about if we try something like “3 secrets to always walking … Read more