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Since the world was created, negotiating has existed. (Ya think Adam and Eve didn’t negotiate a bit about what happened after that apple incident?)

Undoubtedly, you have developed some strong negotiating moves over the years, but let’s refresh three core truths for kicks:

1. Setting high goals gets you more. The formula is simple: ask for more, get more.

2. Establishing a Plan B gives you flexibility…and helps get the deal done.

3. Everything is negotiable. BUT, don’t give unless you get.

If a stranger stops you on the street and asks what time it is, do you launch into a three-minute rambling description of how your Rolex works?

No…you tell him what time it is. (Duh.)

The gravitational pull you feel to explain every last detail about your product in pitch meetings is understandable: you’re inundated with product training and all-hands meetings that glorify your offering’s bells and whistles.

“Knowing your product” does NOT imply you need to share everything you know about your product with your customer.

Fight product info overload! Find out what they care most about.

While you think it might be smart to treat everyone on the buy side like royalty, you still have to determine how much decision power each buyer wields. Until you know who can say “yes” – and who can’t – you risk spending too much time with those who don’t carry weight. (Ever hear this goodie? …don’t take NO from someone who can’t say YES.)

Don’t assume every buyer you meet with has equal decision-making power. And stop assuming that lofty titles infer decision clout.

Uncover where the decision-making power lies on each account… and spend your time with those* buyers.

Your meeting with a prospect is going great…you showed a few key slides, you asked some strategic open-ended questions, and the good vibes are flowin’.

Suddenly, the barometric pressure in the room changes when the buyer asks how you’re different from your competitors. (Yikes…did the lights just flicker?)

How much time on the clock do you think you’ve got ’til you must reply with a cogent, smart, articulate answer?

Welcome back to the jungle!

Maybe you arose this morning, roared like a lion, and proclaimed: “I’m gonna crank out ONE HUNDRED emails and calls this morning!”

If so, fantastic. Good for you!

BUT…be careful not to get bit by the Derailer Bug (…nasty things). They hatch in droves after long holiday weeks.

Go back to that feeling you had when you first opened your eyes and re-ignite your enthusiasm for starting the week strong.

Congrats, it’s mid-summer and you have a tan! The stress is at bay this week because, of course, it’s the Independence Day lull.

But even though you’re chillin’ right now – either at the lake, or in your backyard – today is a perfect day to work on your weekend mindfulness practice.

There’s not a person on earth who enjoys stress. And don’t kid yourself…nobody’s perfect at managing stress. Not even you.

For Americans, today is a big celebration of independence. And if you’re not an American, today is still a good day to celebrate independence…sales independence.

Mostly, sellers are independent operators.

Sure, you work for a company, but it’s your territory…and your clients. And while you receive a regular paycheck, you make decisions independently of other influences.

Despite a few company mandates and select protocols, how you approach the nuances and details of selling to your list is pretty much up to you!

Here’s to independence!

YES…Cassey’s right.

You’ve heard the same thing here on MSD with this mantra…

“Manage your performance, not your results!”

While your manager cares most about whether or not you hit your Q2 number, your appraisal needs to also focus on your performance (your behaviors, actions, reactions, and urgency)!

In that light, how was your Q2 performance?

Yes, hitting your number is super important, but it’s not the only reason you get up early each morning.

There’s nothing like the feeling of a holiday week, right? It feels like you got a hall pass and can take your foot off the gas a bit.

But wait…even though more oxygen is getting into your lungs during weeks like these, you may want to rethink how hard your foot is pressing down. It’s still a work week…not all of your buyers are on holiday.

Use the feeling of lightness this week to your advantage…work on your Q3 strategic initiatives and non-rev goals. They don’t age like fine French wines; they need attention.

The best thing about the sales year is that there’s a new race every 90 days! Even if you slayed it last quarter, well…guess what? You get another shot at it this quarter. (Yay.)

It’s Day Two of a new quarter, and that brings more opportunities and more dreams.

Regardless of what your account planners say about your Q3 strategies, and no matter where you currently are against quota, it’s smart to start the quarter focusing on your number one tactic: GET PITCH MEETINGS on the calendar.