6 Tips to Become a Better Negotiator


6 Tips to Become a Better Negotiator

By Ken Kupchik

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Adding even more complexity is the fact that people tend to believe that they’re better negotiators than they really are, which is true for both buyers and sellers.

So, we’ve decided to put together six tips to help you become a better negotiator:

1. Stop trying to be ruthless

No matter how many blue shirts with white collars you own, you’re not Gordon Gekko, nor should you aspire to be. It’s a common misconception that you need to be ruthless in negotiations to get ahead. As a salesperson, buying into this myth will only hurt you. Negotiating isn’t about pulling one over on someone…

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