Sales Reinvented

As a former procurement professional, Mike Inman can guarantee that procurement comes to the table with a plan. As a salesperson, if you don’t have a plan of your own—you’ll end up following theirs. You should know the tactics you want to use, who is going to be in the meeting, what your BATNA is, and you must set an agenda. Knowledge is power, and you have to leverage it. He shares his take on “opposition” research in this episode of Sales Reinvented!  Outline of This Episode [0:59] Why planning and preparation is an important step in negotiation [2:06] The key steps a salesperson should take to prepare for negotiation [4:09] The attributes or characteristics that make a great sales negotiator [5:04] Don’t be afraid to leverage LinkedIn to do your research [8:33] Mike’s top three negotiation planning dos and don’ts [10:50] The importance of opposition research in a negotiation The key steps a salesperson should take to prepare for negotiation What’s happening on your side of the table? For every deal point