Sales Reinvented
Pro Tips for Staying Calm During Negotiations, Ep #460
- Autor: Vários
- Narrador: Vários
- Editor: Podcast
- Duración: 0:20:27
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Sinopsis
I’m sitting down with Kent Kononoff, a seasoned B2B sales leader with over 25 years of experience in sales and sales leadership. Kent is known for his expertise in value-based selling, collaborative negotiation, and strategic planning to drive high-stakes deals. Kent shares his go-to collaborative approach, his favorite negotiation tactics like calibrated questioning and strategic silence, and reveals his top dos and don’ts for effective negotiations. Plus, don’t miss a real-world story that brings these concepts to life and a powerful reminder that everyone in your organization, including those outside of sales, can all uncover new opportunities. Outline of This Episode [04:30] Kent’s three favorite negotiation tactics—including collaborative questioning and strategic silences [07:43] Effective negotiation strategies include value-based selling and collaborative approaches. [09:38] How to spot aggressive tactics like unrealistic deadlines or extreme terms and stay calm under pressure [14:24] Av