Art Of Negotiation

Clint Babcock, author of Negotiating from the Inside out: A playbook for Business success and a Sandler trainer, underlines how developing the negotiating intelligence of sales teams can improve the bottom line faster.

- Clint Babcock

MYTH 1: It’s all about the money

I will often begin my training sessions in negotiation by asking the participants this simple question: “So, what have you already learned about negotiation?” The silence that follows speaks volumes. Finally, when someone does speak up, what they have to say usually reflects a common myth or misconception. One of the most damaging myths sounds like this: “It’s really all about the money.”

Let us say you have presented your proposal or discussed the price of your product and/ or services, and you hear something like this: “That’s too much!” Or: “I’m not going to pay that!” Or: “Your competition is cheaper.” How do you respond?