Approaching Negotiations and Breaking Bad Habits in Sales

FOUR ACTIONABLE TAKEAWAYS

• When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
• When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
• When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
• Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Chris' Newsletter "The Edge"