Expert Interview with Tony Perzow
Speaker, author sales trainer and negotiations expert Tony Perzow explains to us that sales negotiation success comes down to three basic principles:
- Learning how to listen
- Understand when to shut up
- Learning to say “No”
Included in these are understanding common tactics used by buyers, that sellers routinely have a tough time dealing with. For example, buyers will routinely get the seller talking price. Before the seller has had a chance to communicate the value of the product or service. They’re actually negotiating before they’ve had a chance to sell.
When a seller does communicate the value, they find that they’ve often skipped *planning* their negotiation. This causes them to feel that they have no power in the “bargaining” phase. They end up giving in as far as discounts and other benefits go. When they take the time to plan the negotiation, they discover that they have a lot more power than they previously realized.
What rules of concessions made in sales–which all salespeople make–should be strictly applied so salespeople come out winning more often?
Hosted by John Golden.
About Our Guest
A former negotiation trainer at the Karrass Organization and Vice President of negotiation training at Strategic Pricing Associates, Tony Perzow’s mission as a trainer and author is to help others be insanely successful. He has trained top executives from many of the leading Fortune 500 companies.
About Our Host
John Golden is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CSO and CMO at Pipeliner CRM.
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