Posted on February 17, 2019
Successfully negotiating with a professional negotiator
Sales reps are often trained in successful negotiation, and this can provide a significant edge when dealing with a demanding buyer. But what happens when the purchasing agent across the table is ALSO a highly trained negotiator? How can a sales rep succeed when their negotiation counterpart is every bit as skilled in the art of negotiation as they are?
In this excellent video from former FBI hostage negotiator and Black Swan Group CEO Chris Voss, you’ll learn how to effectively read and respond to the tactics of a highly-trained buyer purchase negotiator. While the interviewer’s commentary can be distracting at times, it draws out insights from Voss that are pure sales gold.