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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  […]

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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 […]

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The Chinese Guide To Sales Negotiation

Pity the poor American salesperson who goes out into the world of business and tries to negotiate. Sure, he/she is probably well equipped to negotiate with his / her American born-and-breed peers. I mean, after all, we share the same vocabulary, culture, and were brought up pretty much the same […]

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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 […]

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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 […]

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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 […]

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