Negotiation - Simplified - 240

In this episode, Mike and Jody discuss negotiation and why it isn’t as hard as you think. Questions Answered: If negotiation doesn’t happen at the end, when does it happen? What is negotiation? What questions can you ask to determine what your customer values? Key Takeaways: Common mistake - thinking negotiation is something that happens at the end. You are always in a negotiation. You are always trading pieces of information with folks. Negotiation happens throughout the entire journey with your customer. People are making decisions as you engage with them. Do I like this person? Can I trust this person? Am I interested in the information they are sharing? Negotiation is a series of trades where you are interested in getting something in return for a value you are delivering. Exchange for value. If you ask the right questions, you start to get the sense of what people really value.  What’s important to you? Why is it important? Are there other things that we haven’t considered? You don’t determine the perception of value on the other end. Your confidence will improve as you develop rapport with your customer. Never Split The Difference - by Chris Voss This episode was brought to you by: The Catalyst Sale G.A.M.E. Plan Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected] Invest in a Catalyst Sale course - self directed. Find our courses here  Thank You  Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit