Sales Negotiation

Best-selling author and sales coach Lisa Earle McLeod explains what makes sales negotiations different and how to negotiate deals that stick.

Introduction

• Why sales negotiations are different

1. Why Compromise Doesn't Work and What to Do Instead

• The false assumption behind compromise
• How to start a negotiation with noble purpose
• Why uncertainty is your ally
• The three kinds of negotiations
• When to negotiate and when not to
• Four reasons deals fall apart

2. How to Outsmart Negotiation 101

• How to tell the difference between a buyer and negotiator
• Negotiation in action: Discussing price without value
• Negotiation in action: Belittling value to reduce price
• Negotiation in action: Inserting the boss at the last minute

3. Negotiations That Stick

• When to use your boss and when to ask for their boss
• How to diffuse anger without giving away the store
• What to do when your buyer has the Internet in their hand
• How to negotiate via email
• How late is too late to negotiate?