HTSS164 - Negotiation sales training - Scott Sylvan Bell

Negotiation skills training to help you close deals

You need negotiation skills for your daily life. In the United States and the west negotiation isn't needed for everyday store items. The magic word for negotiation in any type of aspect is "respect".

Sales negotiation skills training 

The average person buys a big-ticket item 2 – 3 times every 5 years. Most people are not equipped to buy. It's not uncommon for people to not ask for a discount. As a consumer, you do need to get used to the back and forth of a deal or a sale. You should at least ask for a better deal once. 

Sales negotiation books 

2 of the best books on negotiation are from Jim Camp and Chris Voss. You can pick up Start with No by Jim Camp and Never split the difference by Chris Voss. Both of these books have a strong framework for the daily negotiation skills you need as well as big deals. 

Learn how to negotiate on the secondary market 

One of the best places for you to learn to negotiate is in the secondary marketplace. You can sell goods you no longer need on Facebook, craigslist, or anything similar. You can get used to the patterns in the negotiation process. 

Sales negotiation patterns   

The more you get used to negotiation, the easier the patterns are to see for you. Think of the negotiation process like you are playing ball with a dog. At first, the dog is really excited for the stick to be thrown. Your counterpart is the same way. Over time the excitement slows down. Your negotiation needs to be used to slow down the process. 

You can't care that much in negotiation 

You will find over time that you cant need a deal too much. You can watch Pawn Stars as a way to see the patterns. There is a good rhythm to sales calls, presentations, and negotiations. Most salespeople become Dr. Jekle and Mr. Hyde from your conversations. Your lack of focus betrays you when you struggle or when you get too excited. Just remember to smile and have fun. 

Power struggle negotiations 

Some people just need to win to prove their power. This trait in people in all groups of people not just one. You can see the back and forth when you watch presentations and others' work. Some people just want to "flex" and prove they have power over you because they have money. This is not the power you think because it is actually a weakenss. 

How to increase your negotiation skills

One of the best ways to get better negotiation skills is to do the work. The next best way to get negotiation skills is to do sales ride alongs where you go watch sales processes. You can  Interview closers and even role play with them. This way you can get used to the timing process, ask better questions, and look for patterns. 

More negotiation skills training

You can read books on deals and deal-making. What you need to know is there are not very many of them that are good. You can read books about billionaires and how they got to be where they are. 

 

Red books on deals – there are not tons of them Warren buffet series – The Trump one By George Ross is a disappointment.

Talk to deal makers in your life – talk to them about their favorite wins and biggest losses