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…
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….
Practical Ways to Decrease the Tension between Procurement and Sales
Procurement and sales teams tend to have a negative view of each other. Salespeople view procurement as the people who take their deals, shave 20% off the top, and subsequently cause them to lose deals. John Barrows, my guest on a recent episode of Negotiations Ninja, and I discuss ways to decrease the tension between these two teams. Engage with procurement as early as possible Instead of waiting until the end of the…
Morgan J Ingram’s 11-Touch Prospecting Campaign
Sales prospecting is a complex and often complicated role to play. You have to learn how to connect with people and keep them engaged while convincing them of the usefulness of your product or service. Morgan J Ingram has narrowed down two strategies to push past rejection and connect with sales prospects: 1. The pattern interrupt. Instead of starting a phone call sharing your name, the business you’re with, and the cursory “How are…
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…