Sales Reinvented

It’s important to practice and train in football, basketball, or any other professional sport, right? Yet too many professionals discount the importance of practice and preparation. But if you don’t plan and prepare when you’re negotiating with a team, you’re planning and preparing for complete failure. A great negotiation is the result of great planning on both sides. Keld Jensen emphasizes that you must spend time preparing—more so than on the negotiation itself. Learn how he accomplishes this in this episode of Sales Reinvented!  Outline of This Episode [0:47] Why planning and preparation is an important step in negotiation [2:48] The key steps a salesperson should take to prepare for negotiation [5:50] The attributes or characteristics that make a great sales negotiator [7:37] Negotiation planning tools and resources to improve B2B negotiations  [9:33] Top three negotiation planning dos and top three don’ts [12:55] Why a negotiation team needs at least three players [15:08] Things to be aware of when neg