Episode #155: Chris Croft
The Funny, Charming and Detached Negotiator
Chris Croft has an Engineering Degree from Cambridge. He started his own training company in 1995, since when he has trained over 90,000 people face to face, and a thousand people a day watch his training courses on lynda.com and LinkedIn Learning. He has courses on Negotiation skills and Sales Techniques, as well as Time Management, Project Management, and perhaps oddly, Happiness He has ten thousand subscribers on YouTube and a million views.
[01.04] Chris defines Negotiation – Finding a price and other tradeables that two people can agree on.
[01.36] Chris explains how negotiation is important for business – Chris suggests that every meeting you have is a negotiation of some sort.
[02.24] Why don’t some salespeople don’t like to negotiate and what can we do to change this – Chris feels that salespeople want to be liked and they fear that if you negotiate you won’t be liked or that they might lose the deal.
[03.50] How do you plan and execute a high stakes negotiation – Chris has a traditional five-step negotiation process (preparing, pre-amble, opening-offer, trading, close)
[05.45] What are the attributes of a good sales negotiator – Chris believes that planning is the number 1 attribute of a great sales negotiator. As well as detachment, sense of humor and charm as well as the ability to juggle numbers in your head.
[07.50] Chris shares his top negotiation tools and strategies – Don’t open first, when you open, open beyond your best hope, open with odd numbers, the flinch
[10.00] Chris shares his top three negotiation Do’s and Don’ts – Do’s, always set your limit, open wide, prepare a list of tradeables. Don’ts, don’t worry about losing the deal try negotiating, don’t feel bad if it doesn’t work out.
[12.10] Chris shares his favourite negotiation story – Chris shares a funny sales negotiation story.
More About Chris
What was the last book you read?
Snowdrops by A. D. Miller
Who / What inspires you?
Curiosity – I want to understand everything
What aspect of your own negotiation skills are you most focused on improving at the moment?
– Fear. I still sometimes chicken out and lie to myself that I don’t have time or that it’s a bargain already.
Dogs, playing the saxophone, and eating curry.
How can our listeners contact with you?