Mastering sales negotiation skills can mean the difference between landing a client or losing a client. It is a subtle push, an understanding of the client that differentiates you and your product or service from everyone else. Closing a sale used to mean sitting in a boardroom until a deal was accomplished. Now, sales professionals are forced to be more creative. We no longer live in a world of black-and-white and each potential client wants a unique deal catered to them.

My guest today, Kim Orlesky, knows the tactics and sales negotiation skills it takes to close deals while also building career-long relationships with clients. She was in corporate sales for over 10 years and is now the President of KO Advantage Group, selling high-value services in a B2B environment. Join us in this episode to learn negotiation skills and tactics from the unique perspective of a sales expert.

Outline of This Episode

• [0:33] Negotiation from a sales perspective with Kim Orlesky
• [4:24] Learn to go the extra mile and understand your client
• [8:30] The difference between consultative selling and selling
• [10:35] The importance of asking the right kinds of questions
• [12:16] You are not born with the ability to sell—it is learned
• [18:01] What has changed in the world of sales negotiation
• [22:42] View emotional intelligence as a skill you can develop
• [24:12] When a lost deal is a blessing in disguise

Resources & People Mentioned

• Kim Orlesky’s Book: Sell More. Faster.

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Connect with Kim Orlesky

• Kim’s website
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• Check out Kim’s Twitter
• Kim’s YouTube Sales Coaching Channel

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