Susie Tomenchok | How to Negotiate Without Manipulating Your Prospects

Today, we're going into the archive and bringing out an episode where Donald is joined by executive coach Susie Tomenchok to learn how sales professionals can master negotiating without manipulating.

Negotiation isn’t manipulation:

• Incorporating negotiating strategies and techniques helps you and your team reach its needs or goals and opens the door for priorities to be rearranged and met.

• It’s not a winner/loser situation – negotiation should come from a place where you look to satisfy everyone.

• Low-stakes negotiation happens every day. Mastering negotiation is the key to developing long-term success.

• Conveying your interests isn’t manipulation – it’s telling your story to meet your needs.

Barriers to entering a high-stakes negotiation:

• PACE: Prepare – aware – close – evaluate

• Prepare, think at the moment, and be as objective as possible. Be aware of both your and the other party’s interests. Uncover relevant information to reach the close.

• How can you expect to negotiate well if you don’t know what you want?

• There are many pieces of leverage at play when in negotiation. Be mindful of those levers to explore and realize what solution honors both parties.

Understand the solution from their perspective:

• Negotiating conveys interests and beliefs – it’s an opportunity to connect and learn to know, like, and trust another person.

• As a seller, asking questions about the other party helps you learn more about them and why they’re not siding with you on the issue.

• Even if you know the answer, never make an assumption. Let the other party be heard. 

Be intentional with silence:

• Practice what you say, and teach yourself not to ramble after speaking.

• Some people think of it as a game – just practice not talking, and you’ll grow more comfortable with it.

• We listen least actively to people we know. Practicing silence can interrupt that cadence and convey attention to the other party.

Susie’s final takeaway? Anchor ideas you want others to know early on to allow the other party to get their head around it. For more great content from Susie, visit her website for more information or connect with her on LinkedIn. You can find her book, The Art of Everyday Negotiation without Manipulation, on Amazon. (Visit negotiationlove.com for giveaways and other great content as well!)

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

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