Michelle Seiler Tucker’s 6 P Method to Exit Rich
In a recent episode of the Negotiations Ninja podcast, Michelle Seiler Tucker—a mergers and acquisitions master intermediary, a senior business analyst, and the best-selling author of three books—outlines her 6 P method that any business owner can use to exit rich. P #1: People Everyone’s likely heard Zig Ziglar’s quote, “You don’t build a business, you build people, and they build the business.” It’s no cliche—it’s 100% true. You can’t sell... Read more
Jeb Blount Prepares for a High-Stakes Negotiation with These 3 Rules
In a special episode swap with the Sales Reinvented podcast, Jeb Blount points out that if you don’t know how to negotiate, you won’t make a profit. You’ll just be giving things away. Jeb wrote his book “Inked” as a sales negotiation book. If you don’t negotiate well, you’re essentially giving away your paycheck and company profit. How does Jeb Blount prepare for a high-stakes negotiation? Jeb embraces a few... Read more
“Just Imagine” = “Once Upon a Time” For Adults
Phil Jones has been an entrepreneur since childhood. By the age of 15, he was earning more money than his teachers. He side-stepped going to university and had a successful corporate career in sales leadership. He started a small sales training business that has since grown so that he mostly speaks around the world for a living. He’s spoken in 59 different countries on five different continents, helped over 800... Read more
Managing Multiparty Negotiations
Multiparty negotiations will most likely be some of the most difficult negotiations you’ll face in your career. Managing expectations of multiple parties can be overwhelming. Finding a solution that makes everyone—or most everyone—happy is even harder. In a recent episode of the Negotiations Ninja podcast, Mihai Isman shared how he manages multiparty negotiations. If you keep these things in mind before you even begin the process, the chances of success... Read more
How to Negotiate with a Venture Capitalist
When choosing between different venture capitalist funds, how do you negotiate if there’s a gap? What if you like one over the other, but they’re offering far less? In a recent episode of Negotiations Ninja, Tim Schigel pointed out that it depends on the gap and the other terms being negotiated. If the terms are the same—but there’s a 20% gap in the value—have a transparent good-faith conversation. It’s your fiduciary... Read more
How to Avoid Manipulation—While Staying Vulnerable
When people who are uncomfortable with conversation see someone really good at it—someone who can read verbal cues, body language, etc.—they feel at odds and weak. They’re afraid that they’ll be manipulated. How do you overcome that fear? If you feel you’re being manipulated by someone, what cues do you watch out for? Chris Hadnagy shares that everyone is vulnerable. As a security consultant and hacker, Chris has sent over... Read more
How to Strategically Use Nonverbal Behavior the Right Way
Nonverbal behaviors (such as facial expressions and body language) are things that we aren’t always consciously aware of. But when negotiators jump on video conferencing, it’s important to continue to be mindful of your nonverbal behavior. In an episode of Negotiations Ninja, Dr. David Matsumoto points out that some people forget they’re on video—or ignore the fact entirely. This can lead to incongruent behavior or giving away information unintentionally because... Read more
Deep Conversations Close Deals
Many salespeople and negotiators don’t close deals because the other party can tell they don’t care. They can tell it’s just another push to meet a quota. People know when they’re just another checkmark. But what if you employed a different strategy that isn’t a strategy at all? What if you learned to truly care about your prospect? Hoe do you convince someone to care? How do we learn to... Read more
How to Have Conversations About the Sacred
Now that you’ve agreed to negotiate, you need to learn what things are sacred to the counterparty. How can you avoid attacking or questioning those areas? When you have to, what do you do? How do you have conversations about the sacred? According to Daniel Shapiro, it always comes back to building a relationship. If you want to talk about something deeply meaningful, everyone needs to feel safe. They need... Read more
Sales Simplified: It’s The Transfer of Enthusiasm
Movies like The Wolf of Wall Street and Boiler Room highlight everything that’s wrong with the sales profession. They’re the worst sales movies. Those salespeople tried to manipulate and convince people with tactics that trap them. Yes, 20% of the profession are charlatans just trying to make a buck. But 80% are just trying to make a connection. There’s a huge difference between influence and manipulation John states “I don’t... Read more