3 Rules to Integrate Negotiation Early in Your Sales Cycle (Before the Close) - Andres Lares

Join John Golden from Sales POP! and guest Andres Lares, Managing Partner at the Shapiro Negotiation Institute, for an insightful conversation on negotiation and influencing in sales. Broadcasting from sunny San Diego and Baltimore, the duo delves into the differences between negotiation and influencing, why negotiation should be initiated at the beginning of a sales process, how to avoid common mistakes, and strategies for adding value without resorting to discounts. Andres also shares expert tips on rescuing deteriorating negotiations, adapting to new communication styles, and preparing effectively to boost confidence and results. Whether you’re a sales professional or a leader looking to optimize negotiation outcomes, this episode is packed with actionable advice and real-world examples. 00:00 - Introduction and guest welcome 00:55 - Difference between negotiating and influencing 02:35 - How to influence prospects between meetings 04:21 - Adding value in follow-ups vs. meaningless communication 04:42 - Why negotiation shouldn’t be left to the end of the sales process 07:07 - Making the buying process easy and reducing friction 09:29 - Shifting from a seller-focused process to a buyer-centered journey 11:16 - Overcoming the fear of negotiation 13:33 - Win-win negotiating and making negotiation enjoyable 14:15 - Example: Adding value vs. discounting (sports and professional services) 16:42 - What to do when negotiations go south 18:59 - How negotiation has evolved with new communication tools 21:04 - Adapting communication style to your negotiation partner 22:10 - Generational shifts in communication preferences 23:17 - About Shapiro Negotiation Institute and final takeaways 24:10 - Episode recap and closing remarks Don’t forget to check out the full episode for more great tips on effective negotiation and influencing! https://salespop.net/ SalesPOP!: A modern digital magazine, aimed at empowering sales leaders, sales management, sales professionals, and entrepreneurs to achieve success. As a multi-media platform, we bring you live sales expert interviews with top professionals giving you pro tips on how to be more successful in sales. ---------- Thank you for watching this video – Please Share it. Leave your comments below…. ---------------- 🎯 Don't Forget to SUBSCRIBE to Our Channel! SalesPOP!    / salespop   -------------------------------- Where to follow and find more Sales Pro advice: ➽ Sales Professional Interviews: https://salespop.net/media/sales-expe... ➽ SalesChats: https://salespop.net/media/saleschats/ ➽ Facebook:   / realsalespop   ➽ Twitter:   / realsalespop   ➽ LinkedIn:   / sales-pop   ➥➥➥ Check Out Some of Our Previous videos! ➥➥➥ #salesinterview #salesnegotiation #salesstrategy #negotiationskills #salescycle #b2bsales #closingdeals #salestraining #consultativeselling #salesleadership #salesgrowth #negotiationtips #enterpriseSales #revenuegrowth #andreslares #salesprocess