The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

In today’s episode, Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master the skill of negotiating without manipulating. Negotiation isn’t manipulation: Incorporating negotiating strategies and techniques help you and your team reach its needs or goals and open the door for priorities to rearrange and be met. It’s not a winner/loser situation - negotiation should come from a place where you look to satisfy everyone. Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success. Conveying your interests isn’t manipulation - it’s telling your story to meet your needs. Barriers to entering a high-stakes negotiation: PACE: Prepare - aware - close - evaluate Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close. If you don’t know what you want, how can you expect yourself to negotiate well? There are many pieces of