Its all about intent when approaching to your prospects rather than using manipulating tactics. In this episode with Kwame Christian, a Director of the American Negotiation Institute, we talk about salespeople, negotiation skills, and your obligation to use confrontation when persuading others.
Listen to Part 1
- Fear of conflict in sales people to push a sale
- Approach comes down to mindset, being positive
- Over coming conflict is to look at it as an opportunity for confrontation
[E204] Sales Negotiations with Kwame Christian – Part 1 of 4
Listen to Part 2
- People want to buy, not be sold to
- Being positive during a negotiation process
- Not just win-win methodology, sometimes a flexible approach
- Don’t just close a sale, make sure it is actually a deal to help your clients
[E205] Sales Negotiations with Kwame Christian – Part 2 of 4
Listen to Part 3
- Reactive Devaluation: “Oh, I’m talking to a salesperson. That means they’re trying to sell me on something.”
- The best sales experience experiences are the ones that leave them in a better position
- Seeing failure as a way to help you advance in your position
[E206] Sales Negotiations with Kwame Christian – Part 3 of 4
Listen to Part 4
- The best thing you could do for a relationship is wait.
- It’s all about intent
- The big picture: failing and learning is important to help you grow
- Studying psychology and behaviors to help understand prospects
