Shut-Up Is What Sales Negotiators Need To Learn To Do!

Negotiation is all about power. The trick to walking away from a sales negotiation feeling satisfied about what you were able to achieve is to make sure that you walk IN to the negotiation with more negotiating power than the other side has. Sounds easy doesn’t it? I’ve been amazed  over and over again to … 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

Can Sales Negotiation Be Done Via Email and Text?

I might be setting off a bit of a firestorm with this idea, but here in the 21st Century do you think that it is possible to conduct sales negotiations using more smart phones and less human contact? The Need For Modern Solutions The #1 attraction of using a smart phone (Blackberry, iPhone, or whatever) … Read more

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 more

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 more

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 more

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 more