Tips to Nail the Negotiation: The Futur's Finds

Get ready to tackle your next negotiation.

We've got a list full of resources, tips, and content to help you with your next sales meeting. Whether you need a little practice negotiating, or want to pick up some new tricks, this list should come in handy.

If you're new to The Futur's Finds, welcome! And if you missed last week's list on wellness, just click here to get up to speed.

Let's get ready to nail the sale:

Never Split the Difference by Chris Voss cover.

Books of the week

  • Never Split the Difference by Chris Voss and Tahl Raz - Chris Voss, a former hostage negotiator for the FBI, is sharing his tried-and-true negotiation tactics that you can use not just at work, but also at home. After all, life is a series of negotiations you should be prepared for. This book will teach you how to gain that competitive edge.
  • The Paradox of Choice by Barry Schwartz - We are bombarded with information, products, and ads to the point where making decisions has become paralyzing. The Paradox of Choice explores the notion that more is less, and what we can do to stand above the noise.


Practice role-playing

Call up a friend, a colleague, or even your parent, and try to do a couple role-playing practice sessions. Negotiating can be a pretty scary thing, but we think with some practice, you can get a little more comfortable with it and go into sales meetings (almost) jitter-free.

Product Mockup of The Setup Kit from The Futur.

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Listen while you work

Podcasts

  • If what we've told you about value-based pricing hasn't quite stuck out to you yet, maybe you need to hear from the man on a mission to ditch hourly pricing for good: Jonathan Stark. In this episode of his Ditching Hourly podcast, Jonathan goes through the three types of questions to ask your prospect before you write your proposal.
  • If you're planning to start your own business, there's a good chance you've mentally prepared for some uninvited obstacles. If you want to know what it's really like to start a business, listen to the StartUp podcast to get that first-person perspective.


Music


Articles worth the read

  • When you're in a sales conversation with a client, one of their biggest concerns is ROI. What results can they expect if they invest in you? Rather than have them guess, do the math for them. This article explains how to break down the numbers for your client in a straightforward way to show them you're worth the investment.
  • Do you ever say something in a meeting that you look back on later and think, "Why the heck did I say that?" It happens. This Forbes article offers a few helpful tips on how to approach the art of the follow-up. Don't worry, everything is fixable.

Artwork for the Share What You Know Virtual Summit.

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What to watch

  • Big Tobacco's chief spokesman, Nick Naylor, finds himself at a crossroads: convince all of America that smoking is fine, and be a good role-model for his son. Thank You for Smoking (2005) is the satirical comedy on how far Nick and Big Tobacco can go with a bit of smooth-talking.
  • A feisty young Mattie Ross hires Rooster Cogburn, a boozy lawman, to help her track down the man who murdered her father. Stubborn, persistent, and determined to avenge her father, she embarks on a great journey alongside Cogburn and Texas Ranger LaBoeuf to find the killer. True Grit (2010) tells the story of true strength of will.

And finally, a quote to keep in mind throughout the week

"Selling, when done properly, has nothing to do with persuading. It is not our job to talk people into things." — Blair Enns