#397: How To MASTER The Negotiation Process With Simon Horton

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Simon Horton is a negotiation expert who has trained everyone from hostage negotiators to the C-suite of the worlds biggest brands.

On today's episode of the Salesman Podcast Simon drills down into the specific skills sales professionals need to create win-win scenarios in all of their negations.

What you will learn in this episode:

Simon shares a tonne of professional negotiator insights including –

  • Why your “best outcome” doesn't need to be your only outcome
  • How to get over a lack of confidence with negotiation with scary buyers
  • Why if you do just a little bit of prep before walking into a negation, most of the time you have a huge advantage…


Time stamps for audio version of show:

  • [01:00] – Intro
  • [02:32] – Do sales professionals overestimate their negotiation skills?
  • [09:25] – Is being a sales person rather than management actually a benefit to negotiations when talking about price? 
  • [12:35] – Is being open and honest always the best place to come from?
  • [16:05] – Should our best negotiation outcome always be a financial one?
  • [20:17] – What to do when you know a buyer has the budget but they're still battling with you on price
  • [30:10] – How to get over a lack of negotiation confidence?
  • [38:02] – What percentage of meetings are sales people walking into that the buyer has done zero prep for?
  • [44:48] – Wrap up


Resources mentioned:

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