Clip: The 7 Immutable Laws of Sales Negotiation

I’ve read things in between. But one of the stand outs was the Seven Immutable Laws of Sales Negotiation and that one’s really interesting. Through just being in sales for you know 10 years plus I had adopted some of them but that one’s a stand out for me because it talks about things like not negotiating until you know you’re number one. So not even starting a contract negotiation less you are the clients number one choice because you can’t negotiate to be the best. That just involves price concessions and that ultimately hurts the business. Have a business plan. We’ve talked about business cases a lot. It talks about a plan on getting squeezed. Plan on that. You’re going to be asked for something and try to anticipate what those things are and leave them in purposely so you aren’t at bare minimum by the time you get to that point. It talks about finding non-monetary trade ups and that was really interesting to me because it talks about how to actually build those within your own organization. Definitely recommend the book. One of the things we started doing is looking at what can we provide to our clients that are of value to them that don’t impact fully our revenue and our margins because at the end of the day we are the business is a public company we need to think about our shareholders too. And then one of the biggest ones never give without getting. If someone asks you for something and you’re willing to give it to them that’s fine but you have to get something in return. And that can be signature dates, that can be access, that can be information it can be a lot of different things. But don’t give without out getting. Give to get.And the last one is if things aren’t panning out walk away. So that was a great book. Great read. Solidified some my own beliefs and taught me a few things. So if you guys you haven’t read it that’s a really good one as well.