Thursday, 11 July
Today's Topic
Adam and Eve negotiations

Skill + Do

Negotiations are difficult because each of them is unique and includes numerous variables. Master the art of asking for more and you’re almost home! But make sure you substantiate your "ask."

It’s a simple math equation: ask for more, get more.

But the art of negotiation is not about proposing baseless, aggressive asks; the strength of your negotiation powers comes from being able to substantiate your aggressive asks.

This means you must itemize and value everything that’s on the table. And, to the best of your abilities, you must do the same with what you can receive from your negotiating opponent.

Of course, the number one asset you’re getting from your customer is money, but there might be other negotiable items you could get too (press releases, jointly produced case studies, access to other budgets, appearances on panels, intros and referrals, etc.).

To create your aggressive ask, create a defined picture of all your negotiable items. Next, understand each item’s value. Only then will you be able to understand what an aggressive ask by you looks like.

Does your ask feel aggressive, or does it appear piggish? The answer should help you define what aggressive ask means.

Tomorrow - July 19

Stop saying "thanks for your time."

Today - July 18

On this day, Nadia got a 10

Nadia Comăneci was playing for Gold medals; you’re playing for big commissions. Both of you know you need to be maniacal about the behaviors and habits that drive the results you want.

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July 17

"Me no afraid of sales angst!"

Sometimes fear can motivate sellers, and other times it can be crippling. And because you know occupational hazards don’t go away on their own, you have to create a plan for dealing with them.

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July 16

Who's NOT my champion buyer?

You know how to bond with anyone…you’re a pro. But the strength of your bond is determined by how you provide value for your Champion inside their world, not inside a bar.

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"Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding what the path to an agreement is." Christopher Voss

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