Episode 131: Shawn Karol Sandy

[01.22] Shawn defines Negotiation –the process with which we try to equate cost with value, its how budgets align goals with outcomes and price.

[03.09] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Shawn feels that it is seen as conflict, like a game where there is a winner and a loser, which causes a lot of internal conflict going into that. It should be more thought of as how can we balance the negotiation appreciating what your buyers want to get out of it with what you have to offer, knowing that you have the right target customers.

[04.09] How do you plan and execute a high stakes negotiation – Shawn shares that she uses six ways to make negotiation less painful, the main part being preparation, prequalify harder, do due diligence, be transparent, understand why buyers ask for discount and move away from price to value, and then be prepared to walk away.

[08.18] What are the attributes of a good sales negotiator – Shawn feels that confidence, patience and preparation are the main attributes of a good sales negotiator.

[09.32] Are there any negotiation tools, tactics or strategies to help negotiate – Shawn shares that being prepared, thinking through all the different ways people could push back and going through all the steps in the sales process, being transparent, asking questions if you have any challenges will help you in the end.

[13.03] Shawn shares her top three negotiation Do’s and Don’ts – Shawn’s top three Do’s include: pre qualify harder, understand why they are asking and be ready to walk away. Top three don’ts include don’t wing it!!, don’t cave!!! And lastly don’t fidget….don’t let your body language give you away!!

[14.47] Shawn shares her favourite negotiation story – as a consultant Shawn had hand picked a client, had pre qualified the opportunity and knew exactly what she wanted out from the relationship. All her preparation paid off and impressed the client, so when it came to negotiating the deal Shawn didn’t need to say anything, other than she doesn’t negotiate!!!!