Conversation skills are becoming somewhat of a lost art. Yet conversation is the #1 basic skill any good negotiator or salesperson must master, according to Rene Zamora. Rene joined me on a recent episode of Negotiations Ninja to talk about sales management and communication. He points out that conversation skills can make or break a negotiation. You can’t be in a conversation with the person across the table and spend the entire time thinking about…
Understanding the Emotional Brain: Why it Matters in Negotiation
The role of psychology in negotiation is quite fascinating. Understanding how the human brain works can lend you key insights into understanding the human psyche. Humans experience a variety of emotions—especially in the negotiation process—and acknowledging those emotions is one of the best ways to overcome them. Kwame Christian was featured on episode 135 of Negotiations Ninja and one of the topics covered in the episode was how our brains function. In Kwame’s book,…
Overcoming Sales Objections Like a Pro
Overcoming sales objects is a harrowing task. Many salespeople brace themselves for a coming objection and when it inevitably comes they handle the objection poorly. So that begs the question: what’s the proper way to handle an objection? How do you use the objection to connect with your prospect? David Priemer joined me in an episode of Negotiations Ninja to talk about buyer intent and why people buy. Buying is largely an emotional decision….
How to Manage Your Emotions to Maintain Credibility as a Negotiator
In order to be an effective negotiator, you have to learn how to manage your emotions to maintain your credibility. You can’t let emotions drive the process and most certainly can’t take things personally—or the conversation will go south quickly. Josh King recently joined me on the Negotiations Ninja podcast to discuss negotiations and the tactics he’s learned over the years to manage emotions. It’s okay to take a step back from a negotiation …
The Impact of Emotional Intelligence in Sales Negotiations
Emotional intelligence is the ability to be able to recognize and manage one’s own emotions—and those of others. Those who’ve mastered this skill are able to use the information they glean to adapt to different situations. They are able to assess the needs of others and communicate effectively to reach a common goal. Kim Orlesky—featured in a recent episode of Negotiations Ninja—was in a sales position where she was the only woman among 12…