Sales and Marketing Management

JUNE 30, 2022

Negotiating with respect and being cordial during a negotiation doesn’t mean being a pushover either. The post Negotiating with Confidence appeared first on Sales & Marketing Management.

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Sales and Marketing Management

MARCH 30, 2022

At least some part of sales negotiation has shifted permanently to online. The post Refining Your Closing Process to Accommodate Online Negotiations appeared first on Sales & Marketing Management. Body language and other aspects of in-person conversations won't play a role, but other strategies have become more important.

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Understanding the Sales Force

DECEMBER 9, 2019

Another thing that doesn't make any sense is the "Negotiate" step I see in the sales processes of most companies. Why are we negotiating? What are we negotiating? How are we negotiating? The only thing that's clear is when we are negotiating and apparently, it's right before closing. Why is it there?

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Force Management

JANUARY 18, 2024

Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization.

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Sales and Marketing Management

NOVEMBER 8, 2022

You can use unconscious bias as a tool to help you negotiate. The post Unconscious Bias as a Tool in Negotiations appeared first on Sales & Marketing Management. It could make the difference between making a deal and not making one.

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Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

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The Center for Sales Strategy

FEBRUARY 1, 2024

Negotiation is an art, often perceived with a mix of hesitation and intrigue. Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

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The Accidental Negotiator

AUGUST 25, 2023

Negotiating is a process that needs to be carefully managed Image Credit: Vegardig All too often negotiators like to think about their next negotiation as being unique. However, what we may be missing here is that negotiating is actually a process. Yes, every negotiation that we participate in is unique.

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Sales and Marketing Management

AUGUST 5, 2020

Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. We feel the same about sales negotiation advice.

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The Sales Heretic

DECEMBER 3, 2019

Negotiation is an essential element of sales, not to mention other aspects of business. And yet, there are times when it’s in your best interest NOT to negotiate. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. Here are eight of them. When you don’t have to If you [.].

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Sales and Marketing Management

FEBRUARY 27, 2020

The negotiation started with the Twins offering five years, $90 million. We worked through it together and to avoid the free agency deadline because we knew at crunch time, unpredictable things happen in a negotiation. Unfortunately, not all negotiations are textbook like this. We recommend scripting the negotiation in advance.

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Grant Cardone

DECEMBER 19, 2023

But, not only is calling your client going to save you MORE time… But there are ways to fundamentally improve your phone skills so that […] The post NON-NEGOTIABLE Rules for Sales by Phone appeared first on GCTV. The post NON-NEGOTIABLE Rules for Sales by Phone appeared first on Grant Cardone - 10X Your Business and Life.

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The Sales Readiness Blog

OCTOBER 16, 2023

In the modern, competitive sales landscape, negotiation is no longer simply about price. Smart sales professionals know that a deep understanding of how the deal will unfold and who will be involved is crucial to setting yourself up for a successful negotiation. It is about value.

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Force Management

JUNE 8, 2023

We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal.

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Hubspot Sales

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

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Pipeliner

SEPTEMBER 21, 2023

Many people fear negotiations, while others get into heated arguments. For these reasons, it is vital to reexamine our behaviors and approaches when differing perspectives arise and reflect on whether our actions help us to conclude negotiations successfully. The post Do You Conclude Negotiations Successfully?

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The Accidental Negotiator

FEBRUARY 16, 2024

Different styles come with different advantages and disadvantages Image Credit: Donald Clark One of the most important things that any negotiator brings to their next negotiation is their particular leadership style. To save the day, Abe turned to a Japanese spring negotiation ritual called Shunto.

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Smooth Sale

SEPTEMBER 12, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Bring Negotiations to Successful Conclusions? My differentiator in corporate sales is to use a polite and inquisitive tone to bring negotiations to a successful conclusion. Once family members see the specifics, altering or omitting them will be non-negotiable.

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Smooth Sale

JUNE 14, 2023

Photo by AZE via Pixabay Attract the Right Job Or Clientele: Do You Negotiate Ideas? Most people fear the need to negotiate ideas only to accept whatever comes their way, good, bad, or indifferent. My Story Although never in leadership, I led by asking questions continually to negotiate a more favorable outcome.

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The Accidental Negotiator

MARCH 1, 2024

Women need guidance on how to be successful during a negotiation Image Credit: Commonwealth Foundation I think that we all realize that negotiating is hard. It turns out that if you are a woman, negotiating is even harder. The Challenges That Women Face When Negotiating So, what are the barriers that women negotiators face?

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The Accidental Negotiator

NOVEMBER 3, 2023

Everyone wants to create a win-win negotiation Image Credit: Dennis Skley By now just about all negotiators have heard about “win-win” negotiating. These are the types of negotiations in which both sides walk away feeling as though they got what they wanted out of the negotiation.

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The Accidental Negotiator

APRIL 8, 2022

Let’s all face it: pressure is a part of the negotiating process. We wouldn’t know that we were in the middle of a negotiation if we didn’t feel some pressure on us. Negotiators can feel pressured to use their negotiation styles and negotiating techniques to wrap up a deal as quickly as possible.

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The Accidental Negotiator

JANUARY 26, 2024

We all want to find ways to avoid negotiation failure Image Credit: F. Richards When we enter into a negotiation, we are hopeful that we’ll be able to find a way to reach a deal with the other side. What negotiators need to understand is how they can avoid approaching negotiations over losses with a rigid attitude?

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Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Hubspot Sales

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

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Sales Hacker

FEBRUARY 20, 2024

What You Will Learn: Key strategies for handling sales negotiations, including preparing for negotiations with procurement departments, and delivering pricing effectively. 10:51) The art of negotiation: engaging with procurement. (19:52) 21:47) The art of negotiation: offering discounts. (25:31)

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The Accidental Negotiator

JULY 14, 2023

Principled negotiations can settle differences of opinion Image Credit: Damon Garrett Let’s face it, conflict is a part of every negotiation. When this happens in your next negotiation, what are you going to do? In order to make this happen, you might want to try using principled negotiations.

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Sandler Training

JULY 14, 2021

The best negotiators always start negotiation by negotiating with themselves. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.

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The Accidental Negotiator

JUNE 23, 2023

Principled negotiations can settle differences of opinion Image Credit: Damon Garrett Let’s face it, conflict is a part of every negotiation. When this happens in your next negotiation, what are you going to do? In order to make this happen, you might want to try using principled negotiations.

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Smooth Sale

JULY 20, 2023

Photo by 3345557 via Pixabay Attract the Right Job Or Clientele: Do You Prefer to Negotiate or Mediate? My Story Depending upon the profession, using this strategy below to resolve variances in thinking may use the term mediator or negotiator. Your Story: Do You Prefer to Negotiate or Mediate?

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The Accidental Negotiator

NOVEMBER 10, 2023

Understanding how a negotiation works is the starting point Image Credit: Michael Styne With a little luck you know how to negotiate. You understand that your goal during a negotiation is to find a way to get the other side to accept the proposals that you have made to them.

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The Sales Readiness Blog

MAY 31, 2023

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table.

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The Accidental Negotiator

FEBRUARY 9, 2024

Understanding how to give and receive feedback makes you a better negotiator Image Credit: Daniel Bachhuber All negotiators would like to become better. Sure, we can go to courses, we can talk with other negotiators, and we can collect statistics on how our negotiations go. Why Do We Need Feedback?

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The Accidental Negotiator

JULY 30, 2021

As I’m pretty sure we all know, every negotiation that we engage in is all about information. We all do our homework before the negotiation starts so that we’ll have as much information as possible. However, there is always the question of how much we should reveal to the other side during the negotiation.

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The Accidental Negotiator

JANUARY 12, 2024

Should forgiveness be part of a negotiation? Image Credit: timlewisnm I think that we can all agree that any negotiation can become fairly emotional at times. For that matter, what role should forgiveness play in any negotiation? We need to understand that forgiveness is always achievable or even desirable during a negotiation.

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The Accidental Negotiator

FEBRUARY 23, 2024

What we share with the other side can impact our ability to get a deal Image Credit: Binny V A Most negotiators go into a negotiation like a warrior goes into battle. We want to believe that we are stronger, better prepared, and will eventually emerge from the negotiation with a better deal than the other side will be able to get.

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