The Sales Podcast With Wes Schaeffer, The Sales Whisperer® Negotiate or die hungry, skinny, and sad: Andres Lares
#12WeeksToPeak #negotiation #SelfImprovement #LifeLessons
In this conversation, I sit down with Andres Lares, a negotiation expert, to discuss the intricacies of negotiation, leadership, and sales training.
Believe it or not, we get into the importance of goodwill in business relationships. (I always leave a little meat on the bone so my prospects and business partners want to come back to work with me.)
As The Sales Whisperer®, of course, we discuss the value of training.
As a Brazilian Jiu-Jitsu practitioner, I discuss being adaptable as a key component of a negotiation training program.
As an Air Force veteran, we get into the role of leadership in employee retention. (Unfortunately, leadership is sparse in the military, the private sector, schools, churches, HOAs, PTAs, Little League, and everywhere in between...But I digress.)
As usual, balance is key in business and in life, so we look at the need for creating a balance between structure and flexibility in sales processes, as well as the significance of self-reflection and feedback for personal growth.
"The worst-case scenario is not a no."
We agree on the philosophy of incremental improvement and the necessity of practice and preparation in negotiation and in life.
We also agree on the intricacies of negotiation and the importance of tailored training for effective communication. You must understand the buyer's perspective and maintain integrity in your business: prospecting, selling, and fulfillment roles.
As we say in the military, the more you bleed in training, the less you bleed in battle, so we dive into the significance of preparation, emotional intelligence, and the role of negotiation training in building confidence and credibility.
Finally, Lares shares insights on the challenges of hiring skilled facilitators and the value of asking the right questions to uncover the truth in negotiations.
"Nothing convinces like conviction."
GUEST INFO:
- Guest Site: https://www.shapironegotiations.com/resources/books/
- Guest LinkedIn: https://www.linkedin.com/in/andreslares/
- Guest X: https://x.com/sninegotiations
- Guest Instagram: https://www.instagram.com/shapiro_negotiations_institute/
00:00 Introduction to Negotiation and Leadership
02:49 The Power of Nice in Negotiation
06:08 Value-Based Negotiation Strategies
09:05 The Importance of Training and Adaptability
11:59 Balancing Structure and Flexibility in Sales
14:55 The Role of Leadership in Employee Retention
18:10 Investing in People for Long-Term Success
20:56 The Incremental Improvement Philosophy
24:04 The Role of Feedback and Self-Reflection
27:11 The Importance of Practice and Preparation
30:48 The Art of Negotiation and Training
39:41 Understanding the Buyer’s Perspective
42:15 The Importance of Integrity in Sales
46:43 Tailored Training for Effective Negotiation
53:19 Books and Resources for Negotiation Skills
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