Every time we show up for a negotiation, we are bringing something along with us that we really should not be bringing and I’m not talking about negotiation styles or negotiating techniques. What is this you ask? Assumptions. For a wide variety of reasons, we’ve all come up with a list of assumptions about the … Read more False Assumptions That Hold You Back In A Negotiation
My daughter is currently learning about how to add fractions in school. The trick to doing this right is that you have to make sure that the denominator (the number on the bottom of the fraction) is the same for both numbers before you add them. She’s struggling with this concept and it reminds me … Read more Real Deals Use Real Money And Sales Negotiators Never Forget It
We all hear so much about the smooth Donald Trumps of the world that we can fall in to the belief that everyone shows up for a sales negotiation better prepared than we are. Nothing could be further from the truth. In fact, there are four common sales negotiation mistakes that even really smart people … Read more Deadly Sins Of Sales Negotiations: Hope And 3 Others
People are either honest or they aren’t right? Umm, well not exactly. Look, in a sales negotiation everything is not as it seems. I hate to use strong words like “lying” or anything like that, but let’s just say that a healthy dose of skepticism is often a sales negotiator’s best friend. What’s Going On … Read more Don’t Believe What Anyone Says 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 amazedÃ‚Â over and over again to … Read more Shut-Up Is What Sales Negotiators Need To Learn To Do!
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 Deadlines Make Sales Negotiators Give It All Away
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 3 Secrets Successful Sales Negotiators Use To Win
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 Can Sales Negotiation Be Done Via Email and Text?