Jeb Blount, Author at Jeff Shore Jeff Shore

Win-Win: Just Another Verse Of Sales Kumbaya

People, especially salespeople and those who manage them, often use the phrase “win-win” and negotiation in the same breath. “Win-win” is a noble concept. It’s nice when everyone wins. But win-win should not be your primary objective at the sales negotiation table.

5 Reasons Why Salespeople Suck At Negotiating

Every author of every book on negotiating is quick to point out that in business and life, everything is being negotiated and that as humans, we are negotiating naturally at almost every point in our daily lives. But despite this blinding flash of the obvious, despite the fact that salespeople are required to negotiate as part of the job, the brutal and undeniable truth is that most salespeople suck at negotiating.