The Difference Between Sports And Sales Negotiation: Winning

What does it mean to “win” a sales negotiation? This sure looks like a simple question doesn’t it? I think that in our minds, we all know what we think winning looks like – after all, we see it in sports all the time. However, things are just a bit different when it comes to … Read moreThe Difference Between Sports And Sales Negotiation: Winning

Sales Negotiators Say The Strangest Things

Although I had intended to write this posting about how we need to be careful when we are documenting sales negotiations with people from other countries, I slowly realized that we need to be just as careful with folks who were brought up in the same country as us. So what’s the big deal about … Read moreSales Negotiators Say The Strangest Things

Tips From The Middle East For Sales Negotiators

They say that the world is getting smaller every day. This may be true, but the people who live in this smaller world couldn’t be more different than they are! A case in point are the  sales negotiators who hail from the Middle East – Arabs if you will. Unlike us in the West who … Read moreTips From The Middle East For Sales Negotiators

C’est La Vie – French Lessons For Sales Negotiators

So what is your view of the the French? Is your view of this magnificent county and its people shaped by those Inspector Clouseau movies that you used to watch while you were growing up? If it was, then it’s time to get over it and move on – they negotiate much differently than you … Read moreC’est La Vie – French Lessons For Sales Negotiators

Japanese Sales Negotiation Secrets

All too often Americans (like me) think that we know everything. The reality is that our society has only been around for a bit over 200 years and we’re just getting started. That’s why it can be valuable for a sales negotiator to take a look at how societies that have been around for 1,000’s … Read moreJapanese Sales Negotiation Secrets

Should Sales Negotiators Be In Long Term Relationships?

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 moreShould Sales Negotiators Be In Long Term Relationships?

A Sales Negotiator’s Friend: The Telephone

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 moreA Sales Negotiator’s Friend: The Telephone

Even More Giving: 5 More Ways Sales Negotiators Can Use Concessions

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 moreEven More Giving: 5 More Ways Sales Negotiators Can Use Concessions

Giving To Get: How A Sales Negotiator Makes Concessions

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 moreGiving To Get: How A Sales Negotiator Makes Concessions

A Sales Negotiator’s Friend: “Just The Facts, M’am”

So there you are, getting ready to fire up your side of a sales deal when all of a sudden you get hit with a volley of facts, averages, and statistics. You’re hit! Each one of those figures came with a sharp point that has embedded itself, perhaps fatally, into your arguments. Is there any … Read moreA Sales Negotiator’s Friend: “Just The Facts, M’am”