Many people think sales negotiations are about strategies and tactics. They are, but only on the surface. It’s what’s under the surface that determines whether negotiations work. It’s an buyer’s emotions and values that determine which tactics work and which don’t, when to select certain tactics, and what style to adopt and which to avoid.
A good metaphor for a sales negotiator is a
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An important distinction for the sales professional is the difference between sales ability and negotiation ability.
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As I consult, train, and speak I have the opportunity to exchange ideas about negotiation with many salespeople and their managers during the course of a year.
I’m surprised at the reluctance many salespeople have when it comes to negotiating. Many would rather
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Bob Gibson talks about the importance of the first negotiation in a business or sales relationship and the common mistakes to watch out for.
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As many of you know through my negotiation training courses, speeches and seminars golf is a pastime for me. I'm not a great golfer, but I enjoy the game and follow it from my home in Northern California. The Senior Tour had their final tournament of the year recently: The Charles Schwab Cup at Sonoma, just a few miles up the road. Being a golfer, I wanted to see how the "big boys" did it, so I spent a few days
Read MoreWhen preparing for a negotiation - whether we're asking our boss for a raise, or selling our products or services to a client - we often work and rework the numbers and think endlessly about tactics and strategies. Of critical importance, but often overlooked, is the negotiating style of the individual with whom we'll be
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As someone who travels a lot, I’m often asked, “Bob, you speak and train and consult in all these different situations and cultures... how can that work?”
It’s a good question, and maybe best answered
As someone who spends a great deal of my time observing, studying, and teaching professional salespeople how to negotiate higher profits, I can pass on without reservation certain truisms:
- Most salespeople want to do a better job of negotiating - they want to make a significant contribution to the bottom line of their organization.
- Very few do.
- Most sales managers would love to have