How to Navigate the Problematic Internal Negotiations

It’s vital to plan for an internal negotiation with your team members before you begin to negotiate with outsiders.  This is a requirement. This internal negotiation should be as structured and well-planned as the ones outside of your organization. Let’s say you have an upcoming meeting with a prospect. The account manager has to be […]

What Causes a Negotiation to Stall?

When an average negotiator talks about what’s stalling a negotiation, they’ll start complaining. They’ll say how their adversaries are stubborn, idiotic, difficult, uncooperative, greedy, or manipulative. Many people think that the problem is “the other person.” They may not admit this, but that’s often what they’re thinking and complaining about. The other person is the […]

Exclusive Look Behind the Scenes of a Negotiation

We want to bring you in the trenches and give you an insider view of a negotiation. This event really happened. We take you step-by-step through our thinking and process and cover: * The trigger that opens wallets * Two dangerous emotions and how to stop them * The one thing you must do before you […]

Dave DeSantis interview on The Sales Process Excellence Podcast

Dave DeSantis Interview Long-term sales success is about having prospects and customers trust you – and never betraying that trust. There are some obvious ways to do that… and others that aren’t so clear says Dave DeSantis, business partner, and coach at Camp Systems. Dave shares his insights into the typical prospect’s decision-making process – and how a salesperson […]