Jim Camp, Jr.Everyone has experienced a blocker in their lives, especially if you work in sales. The blockers circle the real decision-makers, like bodyguards who limit access to the movers, shakers, and decision-makers. Sometimes blockers don’t only block people, but information. They become a vault that encapsulates the information that others want.
Jim Camp, Jr.There are many misconceptions about the Camp System of Negotiation. Some people never read past the introduction in our books and mistakenly assume we teach one of these approaches: Adversarial or anti-collaborative. End the negotiation when either party says no. “Lose-lose” or “win-lose” because we don’t hold stock in “win-win.” If you believe that the Camp System supports any of these – you’re wrong.
Jim Camp, Jr.A popular strategy in negotiation and sales training is to ask many questions. Most people believe that asking more questions will: Get you information that’s more accurate, recent, and relevant. Decrease the likelihood of making mistakes. Confirm your assumptions. Stop here because the impulse behind this advice is wrong.
Jim Camp, Jr.A new, two-story, mega-fitness center was being built near my house. Each time I drove by, the building was bigger, and I felt like the workouts in my basement needed an upgrade. I wondered how much this would cost, so I went to the website and joined the wait list to get pricing.
