May 12th, 2022

8:00am - 10:00am EST/EDT

Rev 1 Ventures - 1275 Kinnear Rd, Columbus, OH 43212 (View Map)

If you negotiate right as a salesperson, you can be the most powerful person at your company. But traditional sales training does an awful job showing you it’s possible. 

In this meeting you’re going to learn 3 practical ways you can accelerate your sales conversations. 

1. Game Plan: Negotiations are won before they begin. 

• What is my goal in this negotiation/conversation?
• What are their goals?
• What are potential barriers to an agreement?
  

2. Negotiate Your Negotiations: The most dangerous negotiations are the ones you don’t know you’re in. 

Ask your prospect:  

• What are we discussing today?
• What are we hoping to accomplish together? 
• What topics are most important to cover so our meeting is most impactful for you?    

You could say:

Before we get into our discussion, I wanted to confirm we’re planning to collaborate on the contract terms, investment options, and the anticipated timeline. Is that correct? Did I miss anything important to you? 

3. Engage In Tension: Saying yes to everything robs your persuasive edge. 

As a recovering people pleaser, standing my ground seemed impossible – believing you can is the first step. To engage in tension compassionately ask open-ended (HOW/WHAT) questions. 

Try saying: 

• I might be far out of bounds for asking this. What is your biggest hesitation right now to this agreement?
• May I ask you a question off the record? I am sensing you don’t like this agreement – I could be wrong. Where do you think I fell short? 
• This is probably the most uncomfortable part of the conversation for me. It sounds like we should talk about pricing now. Is that ok?

Speaker Introduction, Shane Ray Martin 

In the last five years, Shane has negotiated for hundreds of hours. He’s the Head of Sales at American Negotiation Institute and graduated from the Yale and Harvard Negotiation programs. He’s negotiated as a suicide hotline volunteer and also head to head with some of the largest Fortune 500 companies in the world like Apple and Microsoft.