Win For Your Team
Posted: Wed Jan 29, 2025 9:44 am
For far too many salespeople, the fixation on “win-win” is an excuse for avoiding the uncomfortable and natural conflict inherent in negotiation. It’s a cop-out—an easy way to justify why you just gave the other side your maximum discount without a fight.
You Cannot Be Delusional and a Good Negotiator at the Same Time
Here’s a brutal truth that you need to internalize: Win-win negotiation is the warm blanket of delusion where your commission check and your company’s profits curl up to die.
“Win-win” as an outcome goal in sales negotiation ukraine telegram data is total BS. If you are focused on “win-win,” there is a real good chance that you are losing. Sales negotiation is about getting the best possible outcome for your team. Period.
Salespeople who lead with a “win-win” mindset get destroyed at the sales negotiation table because (trust me on this) your buyer isn’t negotiating with you for a “win-win” outcome. They are negotiating to win for their team. Savvy buyers know exactly how to leverage the win-win-fair-and-equitable mindset to move salespeople from positions of strength to positions of weakness and then pick their pockets.
When salespeople engage in sales negotiations with a focus on “win-win,” the most likely outcome is that they allow their eagerness to make their buyer happy—falsely equating a happy buyer with winning—and to override reason and give away the farm.
You Cannot Be Delusional and a Good Negotiator at the Same Time
Here’s a brutal truth that you need to internalize: Win-win negotiation is the warm blanket of delusion where your commission check and your company’s profits curl up to die.
“Win-win” as an outcome goal in sales negotiation ukraine telegram data is total BS. If you are focused on “win-win,” there is a real good chance that you are losing. Sales negotiation is about getting the best possible outcome for your team. Period.
Salespeople who lead with a “win-win” mindset get destroyed at the sales negotiation table because (trust me on this) your buyer isn’t negotiating with you for a “win-win” outcome. They are negotiating to win for their team. Savvy buyers know exactly how to leverage the win-win-fair-and-equitable mindset to move salespeople from positions of strength to positions of weakness and then pick their pockets.
When salespeople engage in sales negotiations with a focus on “win-win,” the most likely outcome is that they allow their eagerness to make their buyer happy—falsely equating a happy buyer with winning—and to override reason and give away the farm.