The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
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 more
I like movies. I especially like police movies. I’m guessing that one of the reasons that I like movies with police in them so much is because it’s almost a given that sometime during the movie the police heroes will resort to using the “Good Cop / Bad Cop” negotiating tactic. Every sales negotiator out … 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
Picture this scene: it was about 20 years ago (ouch!) and I was still dating my wife when she suddenly had to replace her car. She knew exactly what she wanted: a Honda Civic with a manual transmission. There was a local Honda dealer near where she lived so one evening we went there to … 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
Quick – what is the most important characteristic of a negotiator? Sorry, that was a trick question – there are a number of correct possible answers. However, one trait that needs to be on that list is patience. Although being an American can often be an great asset, in negotiations sometimes it can be a … Read more
I’ve always thought that this tactic was just a little bit crazy, but I have come to think that it goes on a lot more than any of us may believe. To set the stage properly, you’ve got to be able to imagine a buyer who is desperate. For whatever reason, a project has got … Read more