The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
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
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
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
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
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 more
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
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 more
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 more
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 more
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 more