#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:

• The Leader’s Guide to Negotiation: How to Use Soft Skills to Get Hard Results – Simon’s book
• Negotiation-Mastery.com
• Simon on Linkedin
• Simon’s recommended book – Getting to Yes: Negotiating an agreement without giving in
• This archive episode of the show was mentioned – Nailing The Negotiation (In Business And In Life) With William Ury

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Transcript:

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