By Simon Hazeldine Most salespeople think negotiating power comes from confidence, preparation, or holding their price. It does not. Your real power comes from one thing, how deeply you understand…
By Simon Hazeldine There is a dangerous myth that still infects too many sales teams and negotiators: that being “reasonable” is the key to success. Be pleasant. Be cooperative. Keep…
By Simon Hazeldine In sales and negotiation, there is one invisible currency that decides who wins and who loses: trust. Without it, even the best pitch collapses. With it, deals…
By Simon Hazeldine In the competitive world of sales, the temptation to offer a discount early in the sales process can be overwhelming. After all, discounting can create urgency, make…
By Simon Hazeldine In today’s fast-paced commercial world, negotiations are increasingly conducted through virtual channels rather than traditional face-to-face meetings. While certain stages of a negotiation may still occur in…
By Simon Hazeldine In business and in negotiation not everyone plays fair and some people are downright unethical and deceitful! Therefore, it is a good idea to understand some of…
By Simon Hazeldine Recently I was conducting a group virtual follow up call with a group of participants from a recent seminar I ran in Switzerland. I frequently schedule such…
By Simon Hazeldine There are two essential skills that you have to master if you want to prosper as a sales professional. These are the skills of selling and negotiating. …
Sales people are increasingly being put under pressure from buyers to give them a better deal, a lower price or indeed a combination of both. If they cannot negotiate effectively…