When you hold up a mirror and look into it, what do you see? Do you see a good negotiator? How could you tell if you were looking at one? This is one of those timeless questions that we are always asking ourselves: am I a good negotiator? Well good news, I’ve got the 5 questions that you need to answer in order to resolve this issue once and for all!
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5 Questions to Find Out if Someone Is a Good Negotiator
Apr 11,2013 2 comments |
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Dodge Being Icky to Negotiate Successfully
Mar 29,2013 0 comments Are you icky when you negotiate? When negotiating, the icky factor is not only a turnoff, but it can also be the death knell of the negotiation. [click to read more]
If you wish to avoid the perception of being icky in your negotiations, observe the following four insights. |
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Learn the Art and Science of Closing and Win More Sales
Mar 15,2013 1 comments One of the questions I often get asked in sales training seminars by salespeople and business owners help with closing the sale is, “How do I close more sales and what closing techniques would you recommend?” [click to read more]
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Win/Win Sales Negotiating - Myths and Realities
Mar 12,2013 52 comments I once got a phone call from a woman who was responsible for sales training at a large software company. She said to me, “Mike, we're looking for someone to train our sales force to become better negotiators.” I said, “Great, you've come to the right place.” And then she said, “But do you teach that win/win negotiating?” [click to read more]
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How Not to Close a Client
Feb 28,2013 1 comments I love everything about sales and the psychology of selling and I read as much as I can on the subject. I always have a sales, business or personal development book with me to learn from, to inspire me and to keep me on the sales edge. I am constantly refining the processes and strategies that I teach in my books, audios, DVDs and sales training seminars. [click to read more]
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Why Good Sales Negotiators Say The Same Thing Over And Over Again
Feb 14,2013 0 comments I love to negotiate. Give me an objective, sit me down across the table from somebody who has what I want and let me at them. However, as gung-ho as I am, there are times that I run out of new things to say. I’ve said it all. What should I do next? g [click to read more]
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“I Am Happy With My Current Supplier,” Is NOT An Objection
Jan 18,2013 3 comments “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business with them for many years and have no reason to change…” This position strikes terror in most sales people and many ask me for advice on how to overcome this objection. The problem is that this is NOT an objection. It is a matter of fact, and should be expected. [click to read more]
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VIDEO SALES TIP: Boost Your Negotiation Skills with the 3 Ts!
Dec 28,2012 1 comments Sales negotiation skills include a wide number of things, but I contend the “3 Ts” can make a huge difference in any sales negotiation. [click to read more]
Watch the video to understand better how to use them. The “3 Ts” are Time, Trust, and Tactics. |
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Secrets to Negotiating Successfully Via Social Media
Dec 13,2012 1 comments As more people turn to and use Social Media to communicate with friends, family and business associates, a new environment is being created in which to negotiate. I constantly inform readers of my writings and those attending my seminars and presentations of the fact that ‘you’re always negotiating’. [click to read more]
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Tips For Negotiating In The Toughest Of Negotiation Scenarios
Nov 30,2012 2 comments How to negotiate like a sales superstar when it seems you can only fail… [click to read more]
As with all of my sales training tips and sales strategies it´s important that you know how to apply tactics in the real world. Here is a negotiation question that has been asked of me several times and in several different guises |
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When Negotiating Seek To Understand Incongruity In Head Gestures
Nov 12,2012 3 comments When incongruity occurs with head gestures in negotiations, there's a hidden meaning in such actions. This video points out the benefits of understanding the meaning of incongruity when they occur during a negotiation. [click to read more]
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Start Small to Close Sales Faster
Oct 31,2012 1 comments Selling small to get big contracts can make closing sales much easier. (Get a FREE PROSPECTING KIT - Jill's top 4 sales prospecting tools: http://www.jillkonrath.com/tools) [click to read more]
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Containment Strategies Resolve Hostile Negotiations
Oct 22,2012 12 comments When you're involved in a hostile negotiation, what strategies do you use? Do you attempt to control the hostility, by using containment strategies? Are you aware of what containment strategies are and how and when to use them? [click to read more]
To discover how to use containment strategies in your negotiations, watch this video. |
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7 Secrets to Improve Your Negotiating Skills
Oct 06,2012 1 comments Here are 7 secrets you can use right now to improve your negotiating skills. Never go into a sales call expecting to negotiate, rather go in committed to sell and close the deal without making any concessions. It’s during the selling phase when you have the best opportunity to learn the most about what it is the customer needs and wants. [click to read more]
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3 Powerful Tips On How To Deal With The Bossy Buyer
Sep 22,2012 5 comments While there are as many different types of buyers as there are different personalities, buyers do eventually fall into a few very distinct categories. There is the paranoid, scared buyer who does not seem to trust or believe anything that you say. Then you have the price only buyer, who is only concerned with getting the lowest price and nothing else. [click to read more]
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Use Power Words Shrewdly To Negotiate Successfully
Sep 10,2012 37 comments Words have power in a negotiation. When we speak, our words have an impact on the person with whom we're conversing. Thus, we affect that person from a negative, or positive perspective, based on what we say, how we say it, and the manner in which it's perceived. [click to read more]
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Why A Missing Person May Be A Negotiator’s Best Friend
Sep 03,2012 121 comments Is it possible that a person who is not present at a negotiation could be the one person who controls how the negotiation turns out? The answer, somewhat surprisingly, turns out to be an unequivocal yes! If you want to make this negotiating technique work for you (and learn how to defend against it), we’re going to have to have a talk… [click to read more]
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Replying to Questions Successfully When Negotiating
Aug 20,2012 20 comments Do you know the secret strategies that allow you to answer questions successfully when negotiating? Successful negotiators use these secret strategies all the time. If you don’t know what the strategies are and you’d like to unlock the door to more successful negotiation outcomes, read on. [click to read more]
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Some Home Truths, Does Persuasion Always Work?
Aug 06,2012 2 comments Many sales interactions consist of the salesperson trying to gain the upper hand by persuading the prospect that they would be making a big mistake not buying the product. Or they dump a lot of information on the prospect about benefits of the product, hoping some of it will stick. [click to read more]
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Would I Lie to You?
Jul 23,2012 2 comments Would I Lie to You? Would I tell you something that wasn’t true? Yes, it’s the Eurythmics song from the ‘80’s. Lying is also a common complaint among negotiators. Mostly, we focus on big stuff: the fraudulent comment or the obvious bluff. There is a much more prevalent and insidious type of lie, though. Lying Qualifiers You know, those little phrases that indicate that you are about to tell a lie. [click to read more]
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