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

Om Podcasten

Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information