Do you get a knot in your stomach when you realize you are going to have to negotiate with a customer to get the deal you want? Few people look forward to negotiating and that is because of one reason – they don’t have a plan. 

Negotiations are won or lost not because of what happens during the negotiating session, but because of what happens before it begins. So many people dislike having to negotiate that they put off thinking about it until it’s too late. 

The importance of having a plan

Being a successful negotiator comes down to having a plan and working the plan. During the last 15 years, I’ve had a front-row seat to working with hundreds of companies and thousands of salespeople as they deal with customer negotiations.

All of this experience has helped me know what works and what doesn’t, and I’m now putting it all together for you. The topic is so big and so critical that I wasn’t about to go at it alone. That’s why I’m doing an upcoming webinar with salesforce.com. They truly are the voice and platform for the sales world.

How to leverage time in negotiations

One of the areas I’m going to be discussing in depth is how to leverage time. Time is the second most powerful negotiating tool, but the problem is most people don’t know how to leverage it – both from their side and the other person’s side. Too often, salespeople see time only as a one-dimensional tool, when really it has three-dimensions, and each side has different attributes.

I encourage you to sign up for this event. You will gain immediate benefit, regardless of whether you are in the business-to-business world or business-to-consumer world.

About the author 

Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter, on Facebook and on Linkedin.

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