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Sales negotiation – 4 table stakes

Sales Training Connection

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may occur at any time in the process and it can occur more than once. planning a negotiation strategy. executing a negotiation strategy.

7 Keys to Successful Negotiating

The Sales Hunter

There is no need to dread negotiating. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Blog Closing a Sale Negotiation Professional Selling Skills negotiating negotiation sales negotiation If you do dread it, then chances are you’re not going to succeed. Be prepared to walk away.

10 Steps to a Successful Negotiation

The Sales Hunter

Below is my quick checklist you or anyone else can use to negotiate successfully. Blog Negotiation Professional Selling Skills negotiation sales negotiation I’ve shared this same list with thousands of salespeople over the years. Does it work? Here […].

Sales Negotiations: Do You Use Silence to Your Advantage?

The Sales Hunter

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiating negotiations sales negotiationsUse silence to your advantage. Being silent is a great way to compel the other party to make concessions.

Major Account Negotiating – free ebook from Sales Momentum

Sales Training Connection

Mastering Major Account Negotiating , a new free ebook, explores the skills and techniques top B2B sales performers use when negotiating in major account sales. Negotiating during the sales process is never easy; negotiating during the sales process when you’re involved in major account sales is even more challenging. planning a negotiation strategy.

12 Tips on How to Negotiate Successfully

The Sales Hunter

Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation

Quit Negotiating and Start Selling

The Sales Hunter

Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. Professional Selling Skills breakthrough sales university negotiating negotiation sales skills selling selling process I agree things have become more competitive, but then again, so has nearly everything else […].

When Should I Negotiate?

The Sales Hunter

It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. Blog Negotiation advisor selling high profit selling negotiating negotiation sales negotiation And this means having had our solution rejected at least two times.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. In the end, however, the ability to craft and execute a thoughtful and creative plan for the negotiation is a bottom line for achieving a successful end result. Download our free eb00k – Mastering Magor Account Negotiating now.

4 Things You Must Know BEFORE You Negotiate

The Sales Hunter

Too many salespeople find themselves dreading having to negotiate. They’re not good at it, because they’ve done zero to prepare themselves to negotiate a successful outcome. Blog Negotiation Professional Selling Skills negotiate negotiating negotiation sales negotiation Reason is simple: They dread it because they don’t feel they’re any good at it.

5 Types of People You Should NEVER Negotiate With

The Sales Hunter

Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Blog Negotiation negotiating negotiating skills negotiation Yes, the challenge is to be able to identify these people, and that’s what I’m providing you with here.

Negotiation: Tactics, Tricks and Threats

Jonathan Farrington

Most successful negotiators recognize that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. You may feel that there is no need, in your particular case, to negotiate or resort to tactics. There are many tactics available to negotiators.

Successful Negotiating? Start With This Step FIRST…

The Sales Hunter

Do you know that the most important step of negotiating actually has nothing to do with negotiating. Negotiate Second. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation skills sales sales negotiation What is it? Sell First. We’ll always secure a higher price if we sell first. However, […].

When You Are Closing, Negotiate Carefully, But Always To Win!

Pipeliner

So I need to go over a topic that I rarely see anyone speak in depth about: Negotiating the Deal! The post When You Are Closing, Negotiate Carefully, But Always To Win! There are some folks who briefly touch the topic, but I’d like to go a little further into it. Because if you cannot do it well or successfully, then you really aren’t going to have […].

When Negotiating, Never Put Anything in Writing Until…

The Sales Hunter

In sales negotiations, you should never put anything in writing until everything is agreed upon. This is number 12 in my list of must-have strategies for successful negotiating. Too many negotiations wind up being a series of re-negotiations, all because too much […]. Blog Breakthrough Sales University Closing a Sale Negotiation breakthrough sales university closes closing closing techniques negotiating negotiation sales negotiations…everything is agreed upon. That’s right! It’s not over until it’s over.

Selling vs. Negotiating: Do You Know the Difference?

The Sales Hunter

It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. Blog Negotiation discount discounting negotiating negotiation sales negotiation selling Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor.

6 Negotiating Mistakes: Are You Making Them?

The Sales Hunter

We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes? Undoubtedly, the result is still negotiating and more concessions. Not knowing when to walk away.

Sales negotiations – trust is imperative!

Sales Training Connection

Sales negotiations and trust. However, it can sometimes be tough to maintain if a difficult negotiation is taking place. . To build and sustain trust in a negotiation, follow the Reciprocity Rule. This sounds simple enough, but in major account negotiations there are many barriers to forging and sustaining trust. Most negotiations involve multiple issues.

5 Ways to Improve Your Negotiating Skills

The Sales Hunter

Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiate negotiation negotiation skills negotiation strategies sales negotiation A quick way around this is by offering […].

Negotiations: Your Confidence Level Determines Your Success Level

The Sales Hunter

I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. Before you enter into any negotiation, take the time to sell first and […]. It really is much simpler than most people realize.

6 Secrets to ROCK Your Next Negotiation!

The Sales Hunter

Want to know the secrets the “best of the best” use when they negotiate a deal? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations. Blog Negotiation Professional Selling Skills negotiation sales negotiation Of course you do! How do I know they’re the secrets of the best?

Sales negotiations – 4 strategies for handling conflict

Sales Training Connection

Sales negotiations. No matter how skillful you are at sales negotiating , conflicts will a rise. Here are four strategies for handling conflict in a sales negotiation : First do no harm. If you are trying to negotiate an agreement and face a number of conflicts, don’t make things worse. Technorati Tags: sales negotiation. Talk less and listen more.

#1 Reason People Can’t Negotiate

The Sales Hunter

Negotiating with someone doesn’t have to create fear and trepidation in your mind. There is zero reason to go into a negotiation feeling that way unless you are committing the number one sin when it comes to negotiating. Here it is… the #1 reason people can’t negotiate: They lack confidence because they don’t have […]. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation

How To Structure a Successful Negotiation

Jonathan Farrington

Successful negotiators always have a well-thought-out strategy before even entering into the negotiation. They are well prepared, self-confident, and structure the negotiation so that they remain in control of the negotiating process. My basic recommended structure for negotiations is: • Establish the issues being negotiated. Gather information.

Seven Negotiating Mistakes That Hurt Your Sales

The Sales Heretic

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits. Have you made any of these common negotiating mistakes lately? Not being willing to walk away This [.].

Guest Post: WIN-WIN NEGOTIATING

Jonathan Farrington

. The two ends of the negotiating spectrum are “win?win” ” Win-Lose negotiators see the participants as adversaries. The win-lose negotiator’s goal is to win. ” It’s hardball negotiating. . The win-win negotiator sees the participants as problem solvers looking for a mutually satisfactory solution. win” versus “win?lose.”

Only Negotiate After They’ve Rejected Your Offer Twice

The Sales Hunter

Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific criteria on it. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation How can you know the customer’s needs if you don’t spend time “selling” to them first? Just because the customer has […].

“Are There Times I Should Not Negotiate?” 7 Things You Need to Know!

The Sales Hunter

“Are there times I should not negotiate?” Yes, there are times you should not negotiate, but typically it’s not due to what people expect. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiating negotiation ” This is a question I get asked far more frequently than I would expect, so it’s time to share what I tell individual salespeople when they ask me this. Here […].

The 40 Most Common Mistakes Negotiators Make

Jonathan Farrington

I have needed to negotiate several times this week; nothing unusual about that, but it got me thinking about why so many sales professionals do not have this most basic and essential skill; why so many leave so much money on the table; why margin is not defended resolutely enough? So here - in my opinion - are the 40 most common mistakes made by negotiators …. Talking too much.

How To Deal With A Stall In Negotiations

MTD Sales Training

When you get to a point in the conversation with a customer where you have to negotiate on price or some other issue, remember one thing: the vast majority of negotiations occur because you haven’t. [[ This is a content summary only. Negotiation Skills how to deal with stalls in negotiations how to keep the negotiations going Visit my website for full links, other content, and more! ]].

Negotiation Tips: Know Their Timeline for Making a Decision

The Sales Hunter

We are on a roll looking at the critical things you need for a negotiation to go well! Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Blog Negotiation Professional Selling Skills negotiating negotiation negotiation tips sales negotiationAlready we have covered: Sell First. Now we have arrived at another vital aspect: […].

Negotiating and Discounting Are Different

The Sales Blog

Negotiating and discounting are not the same thing. When you negotiate, both parties try to find a way to exchange value that gives each side what they need. Negotiations. That’s what makes it a negotiation. Much of the time when people say they need to learn how to negotiate, they mean they need to learn how to defend their pricing model to avoid discounting. But negotiating is helpful when it comes to winning at a price that allows you to execute and deliver to your clients. NegotiationBoth parties are giving something to the other party.

Making Negotiation Win-Win

Sharon Drew Morgan

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met.

Negotiating Tips: Are You Dealing with the Decision Maker?

The Sales Hunter

I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Negotiating with someone other than the decision maker never works. Blog Negotiation Professional Selling Skills decision maker negotiating negotiation sales negotiation

Negotiating or Defending Your Price?

The Sales Blog

Negotiating or Defending Your Price? There is a difference between negotiating and defending your price. Negotiating is one way to think about that obstacle. If you believe that you have to negotiate your price then you will begin with the idea that the only way to win the business is by making price concessions. This is sometimes possible in sales negotiations.

Let’s Clear Up the Confusion Between Selling and Negotiating

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking: Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum. Yet the negotiation should only begin when there is a genuine commitment from the buyer and seller towards a conditional sale. Once the date has been confirmed it’s simply a matter of agreeing/negotiating the type of restaurant, location and time. So, always start with the end in mind ….

High-Profit Negotiating: Tips for Success

The Sales Hunter

Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link. Here are a couple of the things I shared: First, the level of confidence you have going into a negotiation is going to determine […].

Negotiation Tips: Never Ask. Only Tell.

The Sales Hunter

We’ve arrived at tip #8 in my list of things you must do when negotiating. Blog Negotiation negotiating negotiation sales negotiationFor the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back with a lower option. Be firm […].

Negotiation: It’s Not Over Until It’s Over …

Jonathan Farrington

I understand and appreciate that many frontline sales professionals – and senior executives too, for that matter – are not comfortable negotiating. The closing stages of any negotiation are vital to the overall success of the final deal. Negotiators must be careful at this stage to identify tactical delay, which deliberately attempts to force further concessions.

Negotiation – Always Start With The End In Mind

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum. So, always start with the end in mind … General Negotiation Negotiation Skills