If you want to differentiate yourself from the competition as a salesperson, what do you do? How do you make your product or service stand out? How do you stand out as a salesperson? Tom Williams argues that you need to start by understanding where you fit in the process. How is your procurement counterpart looking at the sale? Take a look at the Kraljic matrix. The Kraljic matrix The Kraljic Matrix is a four-quadrant…
Michelle Seiler Tucker’s 6 P Method to Exit Rich
In a recent episode of the Negotiations Ninja podcast, Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines her 6 P method that any business owner can use to exit rich. P #1: People Everyone’s likely heard Zig Ziglar’s quote, “You don’t build a business, you build people, and they build the business.” It’s no cliche—it’s 100% true. You can’t sell a business if it’s 100%…
How to Use Time Pressure In Negotiations
How to Use Time Pressure In Negotiations Folks, it sounds obvious to say that time is money. We all hear this saying all the time. But in negotiations, we can use time pressure in negotiations to extract large amounts of concessions out of the other party. Don’t Use This Time Pressure Tactic For Evil Please don’t use this tool I am about to teach you, for evil. Just because I’m teaching you how to use…
Always Ask For More In Negotiations
Always Ask For More In Negotiations As the famous Roger Dawson said: This is the golden rule of negotiating! “Always ask for more than you expect to get.” should be tattooed on the inside of your hands so you never forget. These types of simple golden rules are so basic that sometimes we forget about them and take them for granted and often we don’t even think about why it is they are so important….
Perception in Negotiation: A How To Guide
How To Change Perception in Negotiation PERCEPTION IN NEGOTIATION IS EVERYTHING! And, changing the “perceived” value of something or someone can dramatically affect the results of the negotiation. What is Perception in Negotiation (or to be more precise: Perceived Value)? What do I mean by perception in negotiation and perceived value? How you value your service or product and how a buyer values your service or product may be two completely different things. You…