Sales Reinvented

Everything depends on preparation. When you’re in a negotiation, you’re under pressure. You need a good plan or all is lost before you start. Planning is often the most neglected part of a negotiation, too. Why? Because salespeople think they can’t plan because they don’t know what the other person will do. They want to go in and “See what happens.” Chris Croft believes that mindset is all wrong. You need a plan—just work in a few ‘what ifs.’ Outline of This Episode [0:48] Why planning and preparation is an important step in negotiation [2:10] The key steps a salesperson should take to prepare for negotiation [8:46] How to “be nice” in a negotiation when you dislike the other person  [11:12] The attributes or characteristics that make a great sales negotiator [14:43] Tools and resources to improve your negotiation outcomes [19:53] Chris’s top three negotiation planning dos and don’ts [22:52] You can negotiate from a place of weakness and still win The key steps a salesperson should take to prepare for negot