Camp Systems

How to Climb to the Top in Sales (Without Being a Cad)

negotiation success

Posted on March 11, 2022 by Camp Systems

Camp Negotiation’s Personal Coaching Client Landed a New Position and Rose to the Top in Sales in 12 Months

To say that Michael (name changed) was unhappy in his job was putting it lightly. As a sales engineer for a major software company, he was frustrated by a corporate culture that conflicted with his business values. “It was my job to build pilot software for prospects. If left unchecked, that process could go on and on. It becomes a huge waste of time, energy, money, and emotion,” Michael explained.

Far too often, the actions of his company’s short-sighted sales team would put Michael’s hard work down the drain. 

“I would invest six months in an account, only to have the deal reduced to a price-based compromise, just like what I’ve heard at used-car dealerships. “What will it take to get you into this car?'”

Accepting the right to say NO

He knew there had to be a better way. When a colleague mentioned he was reading Start With No by global negotiation expert Jim Camp, Michael picked up a copy and was impressed by what he read. 

“I liked that the Camp Negotiation System was a method I could apply systematically,” he said. “The idea that every human being has the right to say No made me realize that I could say no and invite others to say no as well.”

After finishing the book, Michael signed on for Camp Personal Coaching. 

The Only Person You Can Control is Yourself

As soon as Michael started implementing the Camp System in his daily negotiations, his success increased. He helped the company land more sales by applying the System. As a result, he worked with larger accounts and became the company’s top sales engineer. 

Unfortunately, his frustration continued. “The corporate culture still hadn’t changed, and it was difficult being out of the driver’s seat when negotiating,” he said.

Principle #4 of the Camp System – The only thing you can control is your own decisions and actions.

Decision Time

Michael realized that he needed a sales position at a company with a client-centric business philosophy that matched his. Using the Camp System, he identified the companies and jobs he desired. Michael landed an interview at his first-choice employer.

“I was able to treat the interview as a negotiation,” he said. “I prepared a Checklist for each interview and brought the problems I saw right to the front of the negotiation. With the System, I didn’t feel needy, and I kept my emotions in check.”

Michael focused on his Negotiation Purpose (aka Mission and Purpose) which was to provide his potential employer with what they were looking for, the way they wanted it, so they could achieve their desired benefit.

Michael was offered a desirable sales position at a leading online retailer and web services provider and took it.

Higher Stakes

In his new sales position, Michael continued to apply the System to his internal and external negotiations.

One challenging $10M negotiation was against Reese (name changed), the lead negotiator for a Fortune 100 company, who used every trick in the book. ” Reese was used to getting his way and not used to hearing No,” he said.

“To get concessions from us, Reese tried to add a sense of urgency. The other side attempted to exhaust all our budgets of time, energy, money, and emotion. They used various negotiation approaches, including win-win, absurd hypothetical scenarios, and escalating conversations to his management.”

Knowing the System allowed Michael to stay in control. “In the past, I felt that I could never make a mistake and had to get the story right the first time, causing me tremendous emotional strain and anguish,” he said. 

“Using the Camp System, I never feel the need to have every answer before the conversation begins. I use the System to derive what the next step is at any given moment.”

Why You Don’t Need to Know Every Answer

In high-stakes negotiations or any for that matter, it’s important to keep emotions under control.

  • First, identify specific problems that you want to negotiate.
  • Prepare an Agenda and share those problems or topics with the other side – before the meeting.
  • As you prepare for the negotiation, focus on what’s on the Agenda. 
  • If someone at the negotiation brings up something that’s not on the agenda, politely redirect them.  You may say, “That sounds like a good idea, but unfortunately I’m not prepared to discuss that with you in the way you deserve today. Perhaps we can do that in a subsequent conversation.”

A Better Employer

Michael’s sales success earned him the praise of his managers and recognition from his peers.  He became his division’s best-performing sales rep in less than 12 months.

Most importantly, he was now in the driver’s seat of every negotiation.

When Michael begins to mentor other sales reps, he says, “First read Start with No,” and hands them a copy of the book.

“Anyone who wants to take their sales and negotiation to the next level should learn the Camp System. The easy-to-understand principles stand the test of time,” said Michael. 

“There is a false belief that salespeople are born and not made – that you must have a magic personality trait that makes you the life of the party. That’s not me, but I am effective in my position thanks to the Camp System.”

Contact us to see if Camp Personal Coaching is right for your situation now.

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