239 The One About Negotiating

Throughout the years, selling has developed a negative connotation, and there are even salespeople who don't admit that it's their job! Don't get me wrong; I love that I am a salesperson. I love that I get to connect others with the potential solution that I can offer them. So in this episode, I invited someone who will redefine what you think of sales: Bob Davis. I met Bob in one of the classes I attended, in which he was the trainer. I truly enjoyed the two days I spent in his class, and I must say, Bob has the best mix of learning, lecturing, and getting together in break-out rooms I've ever seen.  Bob started his career in sales selling capital equipment, consumables, and services. Now, he works as a senior consultant for Wilson Learning, in which he has been awarded the Wilson Learning "PaceSetter Award" for meeting established goals for 19 consecutive years. Bob is not only a sales expert, but he is also an authority in the field of Negotiating. Bob delivers national and global meeting presentations to groups as large as 600 people in the US, Canada, and Europe on the topic of sales and negotiation.  With his experience in sales, marketing, and technical support, Bob has helped clients achieve greater success through the delivery of a broad curriculum of communication offerings and consulting. He currently teaches three classes: Negotiating, Consultative Selling, and how to be a Versatile Salesperson, and if you want to attend any of these courses, you can find his details below.   Bottom line: Bob Davis is going to teach us how to negotiate.  Your roadside friend, as you travel from client to client.  -Trace    Timestamps:  We are all involved with selling [1:00] Introducing negotiating expert, Bob Davis [3:00] Understanding negotiation by redefining "Salesperson"  [7:40] Practicing role-playing [14:30] What to say when your client says "That price is too high" [19:30] Navigating sales by committee [26:00] Metrics to monitor  [30:30] 3 step process to follow in sales [33:00] Classes Bob Davis teaches [37:10] Lightning round questions [40:00] Thinking On Water With James [43:05]   Thinking On Water With James:  In this week's episode, we're thinking about how pressure and temperature affect the flux rate of water through a reverse osmosis membrane.  As the makeup water temperature increases, how does this impact how much water can get through an RO membrane? Does it increase or decrease or remain unchanged?  Similarly, how can an increasing RO feed pressure impact how much water gets through the membrane?  How do these two changing parameters impact the overall performance of the RO? How can they muddy the waters…so to speak…when trying to judge changes in RO performance to determine when it is time to clean the membranes?  How do they impact the rate of dissolved solids making it through the membrane?    Quotes: "My background in social services helped my career as a salesperson." - Bob Davis "The key skill of negotiation is understanding why that price is giving that person angst." - Bob Davis "The biggest mistake salespeople make is they too quickly start talking about their stuff." - Bob Davis "I'm here to find out what's going on with you so we can decide together if what I have to offer is useful to you."  - Bob Davis "Practice. Practice. Practice. That's how you get good at negotiating. That's how you get good at selling." - Bob Davis "Focus the conversation on the customer and what value looks like from their perspective."  - Bob Davis "Never ask "Are you the decision-maker?". It is the worst question to ask to a room of people you are selling." - Bob Davis "One of the biggest mistakes in sales is that sales people confuse a strong influencer with the decision-maker." - Bob Davis "Dealing with people's issues. Explore issues. Presenting an offer that cannot be refused." - Bob Davis "Stop telling people about your product, focus on why they want your product."  - Bob Davis   Connect with  Bob Davis: Phone: (617) 319 5141 Email: [email protected]  Website: nuvue.com www.wilsonlearning.com LinkedIn: in/bobdavis   Links Mentioned: Wilson Learning NuVue SIEMENS The Rising Tide Mastermind Submit a Show Idea 237 Pinks and Blues: Cooling Towers, Part 1   Books Mentioned: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Getting Past No: Negotiating in Difficult Situations by William Ury You Can't Always Get What You Want: My Life with the Rolling Stones, the Grateful Dead and other wonderful Reprobates by Sam Cutler