Top Highlights

• red herrings early in the sales process,
• It is the sales process that allows you to build a business case that strengthens your power position and gives you leverage at the negotiation table.
• Successful sales negotiation requires mastery of the sales process, the right attitude, planning, tactics, technique, and emotional intelligence.
• If you are focused on “win-win,” there is a real good chance that you are losing. Sales negotiation is about getting the best possible outcome for your team. Period.
• Emotion comes first, then logic.