Negotiate Anything The One Skill That Separates Good Salespeople from Great Negotiators
13 snips
Jun 26, 2025 
Lance Tyson, CEO of the Tyson Group, shares his expertise in sales training and negotiation. He stresses the crucial moment when a sale morphs into a negotiation. Listeners discover how objections can actually be opportunities, and the common misstep salespeople make under pressure. Tyson also reveals strategies to maintain profit while closing deals, emphasizing the importance of adaptability and strong communication skills in everyday conversations. This insightful discussion is a must for anyone looking to elevate their negotiating game.
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When Negotiation Really Begins
- Negotiation often begins when objections arise during the sales process.
- Salespeople frequently don't realize when a negotiation is actually happening.
Clarify Objections Before Negotiating
- Address objections by clarifying and understanding them before negotiating.
- Use dialogue to diagnose objections rather than rushing to close sales.
Implement Profit Guardrails
- Protect profit using guardrails that limit salespeople's negotiation authority.
- Require higher approvals when profitability thresholds are at risk to avoid deal exhaustion.
