Negotiation Skills

How To Respond To “We Want A 15% Discount”

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his…

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Why You Should ALWAYS Stand Firm On Your Walk Away Point In Sales

A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where everything known to man…

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How To Deal With A Stall In Negotiations

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 identified the value of doing…

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Negotiation Tactics To Look Out For: “The Nibble”

You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s…

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This Subtle Shift Can Make A Real Difference In Negotiations

When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a ‘good deal’. Often, negotiating in the…

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A Powerful Foundation For Successful Negotiation

Effective negotiating can entail a plethora of ideas, actions and techniques, primarily because the scope of negotiating can change dramatically from industry to industry. However, here is a foundational platform, or a framework you can use to help in almost…

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How To Reduce Your Price Without Reducing The Value

Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation,…

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The Proper Way To Reduce Your Price During The Close….But Only If You Have To!

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales.  However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in…

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Why Be Specific With Your Numbers In Negotiations

I came across an interesting article the other day proving why the number seven was so important to us humans. No matter what culture or religion you come from, the number seven has a interesting effect at a psychological level….

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A Good Way To Deal With Discounts

One of our trainers is looking for a new car for September delivery and he shared with me his experience at his local dealership. I thought I’d share his story with you… “I had settled on a new model, agreed…

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Adopt Strong Negotiating Skills

Often, people will prepare their positions effectively before going into a negotiation, but find that they haven’t determined adequately enough what the other party’s perspective will be, and so create problems for themselves in the process. Here are some strong negotiating…

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Improve Your Negotiation Skills

Of all the skills you probably need to develop most as a successful salesperson, but actually practice least, is the skill and art of negotiating to a collaborative conclusion. This may be because you think it has to be done…

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