Emotional Discipline Wins

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Play to Win
Forget about “win-win” outcomes and start playing to win. Your job as a sales professional is to win for your team.

To become an effective sales negotiator, you must gain a clear picture of the negotiation chess board before you enter the game and get comfortable with winning for your team.

Protect Relationships
In all but the most transactional deals, the relationship matters.

You cannot use hard-nosed tactics and cheesy negotiation gambits if you want to retain your customers over the long term.

Therefore, you must win for your team and protect peru telegram data your relationships with stakeholders.

These two endeavors are not mutually exclusive. This requires mastering Sales EQ and dual process communication—a focus on empathy and outcome.

At the sales negotiation table, the person who exerts the greatest amount of emotional control has the highest probability of getting the outcome they desire.

Mastering sales negotiation begins and ends with mastering your own disruptive emotions.

To Master Sales Negotiation, You Must Master the Sales Process
The real secret to mastering sales negotiation is mastering the sales process. There is no negotiation technique, no move, no play, no gambit that will save you from a failure to follow and execute the sales process.

Being an effective closer, making the case for change, gathering the ammunition you need to minimize objections, and gaining the leverage to negotiate effectively and win for your team require excellence throughout the entire sales process—step, by step, by step, by step.