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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Feb 22, 2021

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 hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here 

Thank You 

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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.

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