Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner... even getting your kids to go to bed.
Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, "Much of the advice from parenting experts is flapdoodle." We feel the same about sales negotiation advice. Not only is it flapdoodle, it is often directly the opposite of what a seller should do.
A lot of "experts" and those who believe themselves well-versed in negotiations take the liberty of sharing all kinds of recommendations for succeeding in sales negotiations.
5 Common Sales Negotiation Mistakes
Here are 5 of the most common bad pieces of sales negotiation advice we see:
- Let the buyer make the first offer
- Keep emotions out of negotiations
- Always use a win-win approach
- Always get what you can
- Always hold your ground on price
To help you avoid these mistakes and set your team up for negotiation success, we’ve developed the report, 5 Common Sales Negotiation Mistakes. In this white paper, Mike Schultz and John Doerr identify 5 common pieces of sales negotiation advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
Specifically, you’ll learn:
- How to decode what's behind the 7 types of price pushback
- How to maintain and strengthen relationships during a negotiation
- 4 mistakes to avoid when responding to money objections
- The one question you shouldn't ask in a sales negotiation