7 Psychological Strategies for Mastering Sales Negotiations

SHERRIE CAMPBELL- Preparing for a negotiation when a lot is on the line can elicit a tremendous amount of fear and negative thinking.

This kind of thinking can mean the negotiation is lost before the salesperson has even started to prepare for it. The first war to be won is the battle inside the salesperson against defeatist thoughts. By becoming clear on desired outcomes, he or she has the greatest chance at negotiation success and making a sale.

1. Eliminate anxiety.

The brain loves options. A salesperson should always have more than one significant opportunity in the pipeline. This leads to increased confidence and less anxiety when negotiating...