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 a new skill: Positioning the Sales Process.  How to Position the Sales Process Effectively How you position your sales process is your opportunity to set the tone, direction, and…

Read More
collaborative negotiation

There’s an old Aesop tale that tells the story of the wind and the sun arguing about which was more powerful. Seeing a traveling man walking down the road, they saw a chance to settle their debate once and for all. Whoever could get the traveler to remove his coat would unarguably be the most…

Read More
position your case advantageously in negotiations

When you enter into any kind of negotiation – be it a sales negotiation, a salary discussion, or even asking someone out on a date – how easy it is to get what you want depends on what the other party thinks of your offer. If they don’t think it’s worth much, you’ll have very…

Read More
Effective sales negotiation is a lot like a Rubik's cube.

“If you are curious, you’ll find puzzles all around you. If you are determined, you will solve them.” — Erno Rubik   Effective sales negotiation is a lot like a Rubik’s cube. This is because when people think of a Rubik’s cube, they tend to fall into one of two camps. Either the puzzle represents…

Read More
Person dealing with negotiation price pressure

We’ve all been there. You’re coming to the final stages of a negotiation and everything seems to be going well. Then suddenly you hit a brick wall. The other party has taken a hard right turn and is demanding a discounted price that’s significantly lower than your target price. This is price pressure, and you…

Read More

Does it feel as if your negotiations are missing a little bit of that secret sauce that magically moves things into your favor? Well, you might be surprised to find that the secret sauce is actually you – no magic required. You have an innate ability to favorably influence the outcome of any sales process,…

Read More