Podcast Description
In this episode of the Value Coffee Talk podcast, hosts Tom Pisello and April Morley welcome Ron Hubsher, a sales performance consultant and author of ‘Closing Time: The Seven Immutable Laws of Sales Negotiation.’
The conversation explores Ron’s journey into sales, the importance of systematic sales processes, and the nuances of negotiation. Ron shares his insights on the seven immutable laws of sales negotiation, emphasizing the need for sales professionals to understand their value, anticipate price squeezes, and know when to walk away.
The discussion highlights the significance of proactive negotiation techniques and the impact of effective negotiation on customer relationships and business outcomes.
Takeaways
- A systematic approach to sales can lead to repeatable success.
- Understanding the buyer’s risks is crucial for effective negotiation.
- Sales professionals should anticipate price negotiations.
- Never give discounts without receiving something in return.
- Knowing your walk-away price is essential in negotiations.
- Teaching negotiation skills can improve overall sales performance.
- Building relationships through negotiation can enhance customer satisfaction.
- Quantifying value helps in defending price during negotiations.
Chapters
00:00 Introduction to Value Selling and Guest Introduction
03:01 Ron Hubsher’s Journey into Sales and Negotiation
05:53 The Importance of Systematic Sales Processes
08:55 Understanding Negotiation Types and Strategies
12:00 The Seven Immutable Laws of Sales Negotiation
17:51 Proactive Negotiation Techniques and Trade-offs
22:56 Knowing When to Walk Away in Negotiations
26:52 Final Thoughts and Key Takeaways
Checkout the book by Ron Hubsher: Closing Time: The 7 Immutable Laws of Sales Negotiation – Amazon Link:
https://www.amazon.com/Closing-immutable-Sales-Negotiation-Hubsher/dp/0981789005
Checkout the episode here:
Checkout all the Episodes and Sign-Up for Updates here -
