High Performance Negotiation-High-Performance-Negotiation

Video Transcription

Video Summary

The speaker explains why salespeople often lose profit at the final negotiation stage, especially to well-trained procurement teams. He argues that negotiation is a skill salespeople often neglect, even though they naturally use it in childhood. Key principles include: people must genuinely want the offer, and sellers should avoid negotiating from desperation. He stresses preparation, qualifying the customer throughout the sales process, and understanding negotiables such as variables, constants, and hidden value-adds. A major tool shared is the UNTABO qualification framework: Need, Timeline, Authority, Budget, Obstacles, and Solution/Uniqueness. He also recommends setting three goals for each meeting: minimum, medium, and ideal outcomes. Finally, he warns against unilateral concessions and negotiating with yourself, urging sellers to trade value carefully and validate customer understanding.

Keywords

sales negotiation

procurement teams

UNTABO framework

qualification process

value-based selling

concession strategy