Posts in Introduction
What's Under The Surface When You Negotiate A Sales Deal?

Many people think sales negotiations are about strategies and tactics. They are, but only on the surface. It’s what’s under the surface that determines whether negotiations work. It’s an buyer’s emotions and values that determine which tactics work and which don’t, when to select certain tactics, and what style to adopt and which to avoid.

A good metaphor for a sales negotiator is a

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If Negotiating Is Uncomfortable For You, Get Over It!

As I consult, train, and speak I have the opportunity to exchange ideas about negotiation with many salespeople and their managers during the course of a year.

I’m surprised at the reluctance many salespeople have when it comes to negotiating. Many would rather

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