Sales Process

In the nuanced chess game of negotiation, the line between success and setback often hinges on your ability to hear or read what someone is saying and to see it for what it actually is: a tactic.

Seasoned negotiators will...

From playing on the playground as kids to negotiating in a conference room as adults, social pressure affects us. After all, humans are social creatures! We crave acceptance. So much that we'll pay exorbitant sums of money, swipe endlessly, or even lie just to have companionship.

Unfortunately, this can be a liability in negotiation. And if you're negotiating with a professional, they know how to use social pressure against you. Luckily, there are tactics you can use to recognize, prevent, and even defend against those tactics.

A famous selling rule set out half a century ago by David Sandler, the founder of our company, goes like this: Don’t spill your candy in the lobby.

If you've been in sales or negotiation for a long time, you know this process has more to do with who is on the other side of the table, more than what you're actually selling. Understanding—and more importantly, defending against—negotiation tactics can be the key to securing a deal that actually leaves you margin and gives your prospect or client the services they need.

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In this episode hosted by Mike Montague, VP of Community Engagement at Sandler, discover the game-changing impact of Personality AI in sales. We dive deep into conversations with Amarpreet Kalkat, the CEO of Humantic AI, Sandler's AI partner.

Emily Reggia, Sandler's enterprise marketing manager, joins us at Inbound to share her expertise and insights on keeping the customer at the heart of our business.

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