<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=255109411347912&amp;ev=PageView&amp;noscript=1">
// Blog

[New Ebook] 6 Essential Rules of Sales Negotiation

According to a recent study from the RAIN Group Center for Sales Research, 55% of leaders at companies don't believe their sellers have the negotiation skills needed to consistently win new business.

Click here to access the ebook now.Having now spent two decades studying negotiation, observing negotiations, and coaching and training sellers to negotiate, we know sellers all too often:

  • Cave when faced with pressure from buyers
  • Lose sales they should win because of negotiation breakdowns
  • Accept deals that are not in their best interest
  • Try to avoid negotiating because they are uncomfortable and anxious and end up getting weak results
  • Fall victim to tactics used by buyers who are savvy negotiators

In this ebook, Mike Schultz, John Doerr, and Bob Croston share the 6 Essential Rules of Sales Negotiation, a core framework that helps sellers achieve tremendous results with all types and sizes of sales negotiations.

You'll learn:

  • How to apply the 6 Essential Rules of Sales Negotiation
  • Who should go first with price, the seller or buyer
  • The 2 keys to unlocking creativity and value in a negotiation
  • The four emotions you must inspire in the buyer to come to the best agreements
  • How to prevent accepting bad agreements
  • A little known but compelling principle determining who has the most power in relationships
  • A mantra you can use to avoid caving under buyer pressure
  • 4 tips for successful trading
  • How to increase buyer desire to come to agreement, and do so with you
  • When you should not seem too positive in a negotiation

Plus, you'll get our complete Plan to Win Sales Negotiations checklist.

If you're looking to negotiate the best solutions, win sales at favorable pricing and terms, and enhance the strength of your relationships, this ebook is essential.

Download 6 Essential Rules of Sales Negotiation now.

Additional Reading
4 Tips to Avoid Caving in Sales Negotiations

My grandfather Sidney was raised during the great depression. Often hungry growing up, he learned the value of a dollar the hard way. It stuck with him the rest of his life. When I was in college, he never let me call him because he would say it was long-distance.

I told him that the distance was long, but the call didn't cost anything. Still, he could barely stay on the phone for 5 minutes. I could visualize the nickels clinking in his mind, making him uncomfortable with the cost of the call.

Emotion is Not the Enemy: 7 Ways to Use Emotion to Your Advantage in Sales Negotiations

It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation."

We disagree. Emotions are primary drivers of decision making in buying, and primary drivers in negotiation outcomes. Emotions shouldn't be minimized. Instead, they should be guided and managed for both buyer and seller so that the best outcome can be achieved by all.

How to Lead the 4 Stages of Sales Negotiation

"Leadership is the capacity to translate vision into reality."

Warren Bennis, Author, On Becoming a Leader

When it comes to sales negotiations, all too often sellers:

  • Don't plan for successful negotiated outcomes
  • Let the buyer define the negotiation process and venue
  • Allow the buyer to set the agenda for negotiation-focused meetings
Comments