My Surefire Way to Win in Negotiations

Negotiations for me are the most rewarding part of the entire sales process.  And here are my reasons why.


I love the power that I have in that room.  

I love getting the client to "think".

I love challenging myself to find ways to reach them on that deeper level – working hard and using all of my prior experiences to show them why they should choose me.

To be truly successful and respected in the sales arena, you must have a proven track record that shows that you not only can get prospects into your pipeline, but that you can shoot them effectively out as a closed and signed deal, as well.   Here's how to get it done.

Can You Change People's Minds During Negotiations?


Sometimes, what they really are is a big pain in the **s!   But, like everything else in life, it's all in how you look at it.

Ok…we know you cannot "physically" change someone's mind.  If we could, selling would be a walk in the park.   But since we can't, think about this.  Think about some of the deals and negotiations that you are involved in.  What do you have up your sleeve – after all of your years of experience in sales and business, that seem to help you encourage and persuade others to come over to the other side?

People, in general, have very strong opinions during negotiations.  And the thing about opinions, it that the person who has one holds onto it so strongly, that it often prevents them from open to hearing someone else's.  In order to change someone's mind, you need to understand what they think – to understand their beliefs, Once you accomplish this, you can interject your ideas with minimal resistance.

I personally enjoy the negotiations that take place during the sales process.  

This is like being able to write out essay answers on a test versus just choosing the right multiple choice answer.  It allows you to showcase your "finesse" and creativity – everything that will make you stand out and show what YOU are bringing to the deal in addition to the facts at it's core.    

In the sales world, and during negotiations, part of our job is to get our clients to "open their eyes" to different options – to break them free of the "same old, same old" way of doing business.  I say that so matter-of factly, but I think we all know just how difficult that one little statement can be.

How, then, can we break our customers and prospects free from their pre-conceived notions –  not by forcing our opinions or information on them, or by making them feel "wrong" about their ideas, but by taking off their blinders, so to speak, and giving them a "breath of fresh air" approach on how to take their business further?.  How can we do this without "turning up the heat" too high?

You first need to realize that customers are hesitant to give a quick "yes" often out of fear.  Not a fear of making decisions, but a fear of knowing that you ARE the best company for them, and the fear that they will get a better deal if they go elsewhere.   Some of the best sales leaders will always attempt to be  "one step ahead" of the customer. Great salespeople do not wait for the problem to come up before finding a solution.  Rather, THEY ANTICIPATE THE PROBLEM BY HAVING SOLUTIONS READY BEFORE A PROBLEM EVEN SURFACES.  

To do this, you need to train yourself by having solutions ready when a customer says "no" or is hesitant to sign a deal.  Put yourself in the customer's shoes – looking at things from the other side of the table will add a different dimension to the picture.  Feel what they are feeling – their anxiety, fears and concerns. If you were them, does your company appear to be bringing value to the table?   Are you approachable and really capable of LISTENING?  Also, do you have an edge over the competition?

Here's another important point to keep in mind during negotiations:   PERCEPTION IS REALITY.

 Make sure that the way you want others to see you is really the way you are coming across.  

These are some of the critical components of establishing a deeper, trusting relationship with your client, all of which will help you maintain a healthy "give and take" relationship throughout negotiations.  

Once again, COMMUNICATION IS FOREMOST IN THE SALES SEQUENCE, as all negotiations involve many conversations.  

Learn how to ENGAGE THEIR MINDS.  Ask them, "What would be your perfect outcome?", for example.  Be curious and enthusiastic about their business.

YOU NEED TO GET PAST THEIR RESISTANCE.  Words are important in negotiations- learn when to say the right thing at the right time is critical in keeping a deal moving forward 

Second, you need to have an INTENSE KNOWLEDGE of your service or product.  Not just knowing about it at a superficial level, but rather, a knowledge as if it was your first born.  The more you know, the more you will be seen as an expert in your field, and the more open the clients' minds will be to listen to you – a trusted valuable source of information.  

Corporations just don't have the time to research their business needs.  They already have so much going on as it is.   This is where your level of experience and expertise will come into play,  enabling you to take your business relationship to the next level, and ultimately "seal the deal".  

READ…NETWORK…TALK WITH YOUR PEERS.  The only way to grow with a client, is to never stop growing and learning about yourself and others.   And, the better you understand the mind of your client or prospect, the easier the negotiation process will be.  


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Are You Emotionally Intelligent Enough for Negotiations?

Emotional intelligence is the ability to identify, use, understand, and manage your emotions in positive and constructive ways.

dogpicture2It's about recognizing your own emotional state and the emotional states of others.  Emotional intelligence is also about engaging with others in ways that draw people to you.  It is never about bullying someone or pushing too hard.  

This may not be the first sentence you'd expect from a business blog, however, there's no doubt that your EQ is just as important as your IQ.  The times that we are living in now seem to allow us with more time spent with our technology "devices" than with interacting and engaging with other people.  New information continuously streams into our brains by the minute – and many of us are allowing this to happen 24/7.

But here's the truth – you can be smart in business, but without this emotional skills and people skills as well, you may find yourself not getting very far.

Sure, being a driven and a motivated individual is necessary to survive nowadays.   There is no room for the slacker.  But then again, think back to the last time you took a break from your crazy world and didn't feel guilty about it.

Look at our kids, for example.  Many of them were on computers or some kind of computer games way before they started grade school.  And most of them can text and type faster than any adult.  However, as my psychology-based wife asks:

Do they have the EMOTIONAL maturity and emotional intelligence to handle all that their brains are taking in?<

Good question. Ok.Let's get back to us "grown-ups".  We wake up and the first thing many of us do, before even kissing our spouse, is reach for our Iphone or Blackberry – just to be sure we didn't miss anything while we were sleeping.  Then we go to our jobs where we look at that device, as well as our computer screen and all its apps, ALL DAY LONG.

Think about it :  Is society losing it's emotional intelligence? As far as I know, SALES STILL INVOLVES ONE PERSON SELLING OR PROVIDING A SERVICE TO ANOTHER – and having emotional intelligence will help you in your sales process.

We have not yet become robots, and to some degree, are still people, on some level.    We can still be agressive, determined and unyielding, but doing it with respect will make you stand out among the rest.

So, getting back on topic, it is my opinion that many of us may need to find a better balance between our technology and the human connection.

Now more than ever, we are dealing daily with people of different cultures – in different parts of the world, and we need to be more aware of how our conversations and non-verbal behaviors effect them all differently.

We all think that we are intelligent, however, when it comes to "emotional intelligence" it really means that even though we are hooked up to every technology possible, we are not robots – and need to still be aware of the human interpretation and dynamic that takes place in everything we do and say.  

I found an article that showed that a research study done by Rutgers University found that a person's emotional intelligence positively related to sales performance. 

The EQ of the highest performing sales professionals were significantly higher from lower performing salespeople.    

They also found that age, education, and work experience did not have an effect on EQ and sales performance.  

Yes, this blog site is about making you a stronger salesperson.  But in order to do so, you must always be open to taking what you know one step further – to continue to challenge yourself and always be aware of who you are and how you present yourself, as well.   Developing longstanding relationships with clients in critical for business survival today.   Intelligence alone is not enough when it comes down to building strong client relationships.  

The person who succeeds in sales is the person who never stops learning and who realizes that people are still at the core of every business.  

Intelligence alone will also not guarantee success in social media, as well.   To be successful today, there are a lot of facets that need to tie in with each other,

We have years of experience in sales, and have coaching services available to help ensure that all of your strengths, qualities and experiences are working to your best advantage in getting you the sales that you want.  

Emotional Intelligence.