The Secrets of Sales Negotiation with Tim Caito

The problem with most negotiation training approaches is they
often fail to account for the nuances of a sales negotiation
based on value. In this episode, Tim Caito, Senior Partner at
Force Management, joins John McMahon and John Kaplan to discuss
competencies and common pitfalls associated with negotiation.


 


The conversation covers the perception of power and emotions,
early preparation and value-building throughout the sales
process, the role of champions in negotiation, handling give-gets
and package options, and many more negotiation topics. Learn how
these concepts apply to your sales team and the current economic
environment in this episode of Revenue Builders.


 


Here are some key sections to check out: 


01:58 Introducing Tim Caito, Senior Partner at Force Management


05:47 Time, Power, and Knowledge in negotiations


09:46 The power of emotions and perception of power


14:40 Perceptions of value vs. better alternatives


21:00 Power and knowledge and the power of champions


28:38 Negotiation is a process, not an event


56:03 The concept of multiple options


 


Additional Resources:


Connect with Tim Caito:
https://www.linkedin.com/in/tim-caito-b9045951/

Help Sellers Negotiate Successfully in a Shifting Economy:
https://forc.mx/40BrxLh

How to Align Cross-Functional Teams on a Negotiation
Strategy: https://forc.mx/40CP4M4

Our Top Negotiation Resources: https://forc.mx/3ZAVNVg



 


QUOTES


Tim - Negotiations are a battle of perceptions: “In a
negotiation, the side that is perceived to have the better
alternative is perceived to have more power, and the science and
negotiation are pretty clear on this, the side that is perceived
to have more power almost always captures more value in a
negotiation.”


Tim - Start negotiating before they believe you’re
negotiating: “Start the negotiation process before the other
side believes we're negotiating, and the good news for our
sellers out there; when you are executing an effective sales
process, you're simultaneously executing a negotiation process,
you just got to be aware of it.”
 


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064