In A Sales Negotiation, Ya Gotta Have A Strategy

If you were the coach of a football team, you wouldn’t go into your next game without a strategy for winning would you? Then why would you ever consider starting a sales negotiation without having a strategy for getting the deal that you want to get?

Issues = Strategy
Before you can even start to create a strategy for your next sales negotiation, you’re going to have do some homework first – sorry about that. Where you want to get to is defined by the issues that you need to deal with.

Not all issues are created the same and not all issues need to contribute to your strategy. This is a point that can confuse some negotiators. You’ll never get your way on everything so you need to prioritize the issues and determine which ones are key to where you want to go in the future. Issues bigger than just this negotiation should help you to make these types of decisions.

Rank ‘Em & Yank ‘Em
Knowing the issues is the starting point, but prioritizing them is the next step. As with all such things in life, it’s not a matter of “important” and “unimportant” issues.

Instead, negotiating issues can generally be classified into three groups: musts, gives, and don’t-cares. The musts are the ones that will form the basis of your sales negotiating strategy. The gives and the don’t-cares will be the tools that your strategy will use to get you to the deal that you are looking for.

Where To Start?
Knowing what the issues are and just how important each of them is to you is where you need to start. The next step that you need to take is to make a decision on what starting position you want to take on each issue.

It’s not so much how you feel about the issue that will guide you here, but rather how you feel that the other side of the table thinks about it. Your starting position should be either closer or farther from their position depending on just how much time you want to spend on the issue and how important it is to you.

Got A Fallback Plan?
One of the reasons that people are attracted to the world of sales negotiating is because by its very nature, it’s dynamic – things are always changing. This includes your strategy: it’s going to have to change during the negotiation.

Realizing this, you’re going to have to come up with one or more fallback plans. The fallback plan will come into play as you move from your starting position on the issues to where you want to end up. The path that you take may not always be the one that you expected and so a fallback plan is needed.

Seeing The Future
Any good sales negotiating strategy has to have an end game. You’ve got to shut your eyes and picture how you think that the future will turn out.

Of the issues that will be negotiated, which ones do you think that the other side will be willing to settle first? Which one will come next? How about after that?

As issues get resolved, the negotiations can become more difficult – you’ll have fewer cards left to play. Your negotiating strategy needs to have a plan for in which order you want the issues to be resolved so that you can walk away with the best deal possible for you.

What All Of This Means For You
To get to where you want to go, you need to have a strategy that tells you what you’ll do at each step along the way. The quality of the outcome of your next sales negotiation may very well rest on the quality of your negotiation strategy.

A good sales negotiation strategy starts with having a good understanding of the issues that will be negotiated. It then builds on this by prioritizing the issues, creating a starting position for each one along with a fallback plan, and finally determining in which order you want to resolve the issues.

Taking the time before your next sales negotiation starts to study the issues and create a solid strategy will pay huge dividends. Having a good strategy is what sets the great sales negotiators apart from everyone else.

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Jumpstart Confidence in Business Presenting

True confessions time.

Corporate leaders around the world confess to a singular dread of presenting in front of groups. It’s shocking, really. Grown men in dark blue suits. Successful women who have smashed the glass ceiling.

They should be confident. They should feel great and ready to jump up and take center stage. But, it’s not the case.

In the quiet safety of a hallway. Next to the elevator. Over a cup of coffee. These men and women tell a simple story:

“I dread presenting.”

“I get nauseous just thinking about it!”

“I’ve had presentation skills training on my development plan for the last 15 years.”

This is bad news. Smart, well-educated professionals who would rather stay under the covers than step into the spotlight. All that knowledge, insight and contribution hidden or lost. This is a sorry shame.

But good news is close behind.

Learning how to feel confident giving presentations has gotten easier than ever before. An entire new source for professional development training is now available: online presentation skills training.

Previously, busy professionals relied on expensive in-house training programs, exorbitant coaching fees and public seminars. No more. Now, the choice is clear: self-study courses are the way to go.

These leaders are men and women who know the importance of professional skills training. It’s a career booster like no other. It is the critical key to unlock more job opportunity, better promotions, and greater success.

While senior leadership promotions often look for work experience, smart organizations value communication training and leadership presentation skills.

The big question every professional should ask is this: what’s on your calendar for becoming a confident presenter?

Let’s look at the big ‘excuses’ that could be standing in your way:

1. No travel budget

Online course and skill development is now available from many websites. With webinars it is easy to learn the skills you need to succeed.

2. No time

No worries. Get quick training bites in short video tutorials. Grab new ideas in cheat sheets and blueprints you can use from the convenience of your home, office or hotel room.

3. No money

Hey, let’s kick that excuse to the curb. New pricing and new low cost options provide high-value for as little as pennies a day!

4. No support from boss

With new online solutions for every budget, you don’t need to wait for approval from your boss or organization. In fact, you’d be smarter to take your career path into your own hands.

By conquering your fear of presenting, you’ll be uniquely positioned for promotions, job opportunities, and attracting employers who value education.

5. No confidence

Lack of confidence is not truly a barrier. It’s more a warning light on your internal dashboard. Ad when this warning light is flashing it’s signaling one thing: it’s time to solidify your intent.

Focus on finding resources that are non-judgmental and confidence boosting. Lack of confidence arises because you haven’t yet learned the step-by-step system to feel good, relaxed and natural presenting in front of groups.

Remember this important fact: learning to be a confident presenter is a skill. It’s a learnable skill. The sooner you start learning the ropes, the sooner you’ll be free of nervous jitters.

The most powerful presenters today often started because they recognized one thing: if they stay stuck in excuses, they will never achieve their career goals.

These professionals learned in the same way you can. Take the first step. Then the second. In no time you’ll have new professional skills that can take you to the top of your career.