During RedRock Leadership sales training we outline a four-step sales process which consists of Introduction, Discovery, Presentation of Possibilities and Alignment. The first three steps are considered the selling steps, while the fourth and final step is focused on negotiation. Being a skilled negotiator means you know how to effectively handle objections and come out a winner, both financially and relationally.

While selling and negotiating are related, they involve two completely different skillsets. Negotiating is conferring with another so as to arrive at the settlement of some matter. Selling is any transaction in which money is exchanged for a good or service. During a sales call, the seller attempts to convince or “sell” the buyer on the benefits of their offer. If the buyer wishes to strike a deal, they will give the seller an agreed upon amount of money in exchange for the seller’s product/service

If and when objections arise during a sales call, you must use your negotiation skills and determine the right time to either close file and walk away or close the deal. Put simply, selling is the act of persuading and absolutely necessary to be effective in sales. Negotiation, which requires a higher level of emotional intelligence, is focused on working together to accomplish a common goal. That’s what makes negotiation one of the most valuable life skills you’ll ever develop.

During this RedRock Leadership podcast, I discuss several techniques and the mindset necessary to be an effective negotiator. You’ll gain an understanding about how to be personally and socially aware. You’ll also learn about the four-C’s of negotiation: collaboration, compromising, conquering and conceding. We’ll also discuss the implications of time and how to use a three-part goal approach called an I.R.A.

Jeff Ruby

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.