Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands.
On today’s episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create win-win scenarios in all of their negations.
What you will learn in this episode:
Simon shares a tonne of professional negotiator insights including –
- Why your “best outcome” doesn’t need to be your only outcome
- How to get over a lack of confidence with negotiation with scary buyers
- Why if you do just a little bit of prep before walking into a negation, most of the time you have a huge advantage…
Time stamps for audio version of show:
- [01:00] – Intro
- [02:32] – Do sales professionals overestimate their negotiation skills?
- [09:25] – Is being a sales person rather than management actually a benefit to negotiations when talking about price?
- [12:35] – Is being open and honest always the best place to come from?
- [16:05] – Should our best negotiation outcome always be a financial one?
- [20:17] – What to do when you know a buyer has the budget but they’re still battling with you on price
- [30:10] – How to get over a lack of negotiation confidence?
- [38:02] – What percentage of meetings are sales people walking into that the buyer has done zero prep for?
- [44:48] – Wrap up
- The Leader’s Guide to Negotiation: How to Use Soft Skills to Get Hard Results – Simon’s book
- Simon on Linkedin
- Simon’s recommended book – Getting to Yes: Negotiating an agreement without giving in
- This archive episode of the show was mentioned – Nailing The Negotiation (In Business And In Life) With William Ury
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