Set a culture of negotiating
Internationally, negotiating is a time-honored tradition. It’s an expected social interaction, free entertainment, a contest, a financial necessity, a way to ensure that a fair deal is obtained. In the...
View ArticleTreat “negotiating” as a core competency
Making sure employees have negotiating skills is often seen as a business tactic versus an enterprise strategic advantage. In many organizations, it’s a “nice to do” rather than an “always do.”...
View ArticleFocus on outside relationships first
Many organizations treat negotiating as primarily a communication skill to be used between individuals and departments in completing projects. While this is a useful application, particularly when...
View ArticleReinforce negotiating efforts
If negotiating skill is to indeed be a core competency, then it must be supported at all levels of leadership. Negotiating, by its very nature, is a cycle of offer/counter-offer along the path to...
View ArticleMeasure the results and celebrate
HR is always concerned that management does not appreciate the strategic importance of the training function. The problem is often that, while training is a readily identifiable direct cost, it...
View ArticleUpdate your sales process research
Today’s institutional buyers and individual consumers are the most sold-to generation in history. It’s not only hard to reach them, it’s hard to even get their attention. And they hate the traditional...
View ArticleUpdate your sales performance research
There is a giant disconnect between whom the sales manager is hiring and whom buyers want to see. Sales managers want high ego, driven, aggressive, financially motivated salespeople who can “control” a...
View ArticleCreate a sales skills sharing process
There are continual sales challenges: Leaving a phone message that gets returned. Fighting a price competitor. Getting past call stopper statements. Holding price under intense negotiating pressure....
View ArticleTeach skills for both the “today sale” and the “tomorrow sale”
There are two types of sales training: (1) a structured process for one-call sales, and (2) a multi-step process for complex/key account sales. Depending upon the buying environment, salespeople are...
View ArticleGive salespeople advanced communication tools
An experienced sales trainer commented, “Selling hasn’t changed since they were hawking rocks to the pharaohs.” Even today, most salespeople make little use of technologies beyond cell phones, e-mail,...
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5 Ways to Negotiate More Effectively
Quick history lesson: Do you know the origins of the word OK? Well, it all started back in the 1830s when U.S. President Martin Van Buren and his nickname “Old Kinderhook” took to forming his own...
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Bargaining With The Devil [Summary Download]
“You have to avoid all the emotional traps which can lead to a knee-jerk reaction.” This is just one of the many excellent points Robert Mnookin makes in his book, Bargaining With The Devil: When to...
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