Too many negotiations wind up being one-sided, because the salesperson offers up something to the other party, thinking if they’re nice then the other person will be nice and offer something in return. Sorry, this isn’t the case in the vast majority of negotiations. Key is to make sure whatever you offer up is matched [...]

You find yourself suddenly in a sales negotiation and the only thing you know to do is to let the other person go first. Let me shoot that strategy down by saying you should open first as the salesperson, and you should do it with a huge out-of-this-world opening statement or demand. The idea is [...]

Too many people go into a negotiation essentially blind, and the worst thing of all is they don’t even realize it. They think because they know what they want, they’re going to be just fine. Sorry, negotiating is not just understanding what it is you want; it also is knowing what the other person wants. [...]

Sell first. Negotiate second. This is a line I use a lot for one very simple reason: You have to sell first before you can begin to negotiate. The more effective you are in your selling, the more effective you’ll be in your negotiating. In fact, you will do less negotiating, which means you will [...]

If you’re wondering if sales negotiating strategies mimic Wall Street, let me share with you this phrase often spoken regarding stock trades: Dumb money trades in the morning; smart money trades in the afternoon. The idea is stock traders who aren’t savvy will place a buy or sell order based on the news of the [...]