TSEP Sales Negotiations with Kwame Christian

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Kwame Christian TSEP Sales Negotiations

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 
[E207] Sales Negotiations with Kwame Christian – Part 4 of 4
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