2 min read
Using the Power of Negotiable
One of the most important principles of sales negotiation is to satisfy needs over wants, and negotiables serve as one of the primary levers to do so.
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3 min read
The Contention Meter: Your Guide to Better Negotiations
What comes to your mind when you hear the word “contention”?
5 min read
How To Build Trust In A Negotiation
Negotiators often walk into the bargaining table with a mix of optimism and caution.
2 min read
Does It Ever Pay To Lie In A Negotiation?
In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6 Principles of...
3 min read
The right way to deal with a customer’s negotiation tactics
Any sales negotiator is likely to meet with a variety of negotiation tactics and styles throughout their career. There’s the hardball negotiator who...
3 min read
5 Concession Guidelines to Keep Deal Momentum on Your Side
Every negotiation is going to involve one or more concessions. However, there’s more to conceding than simply giving the other party what they want....
3 min read
What is Virtual Instructor-Led Training, Anyway?
In case you are unfamiliar with the term Virtual Instructor-Led Training or are unsure as to what distinguishes VILT within the broad category of...
3 min read
Close More Deals by Positioning the Sales Process
The most important aspect of negotiation is often not about the product or service, but about the sales process itself. This is why you must develop...
3 min read
4 Costly Sales Negotiation Mistakes, 1 Simple Tool
Hopefully, you’re not guilty of the negotiation mistakes mentioned in this blog. But, chances are good that you’ve probably committed a few of these...