Here's how you can level up your negotiation skills as a mid-career professional in technical sales.

To negotiate well in technical sales, you need to really get what your client and your company want. This means digging deeper than just the obvious needs and figuring out what's driving each side. Once you know these key needs, you can create proposals that solve important problems and lead to agreements that work for everyone. Remember, good negotiation isn't about winning no matter what, it's about finding solutions that make everyone happy.

Use data science to create highly personalized value propositions that anticipate customer needs before they even realize them. Combine this with active listening to uncover hidden pain points. Finally, close deals faster with advanced digital negotiation tools. Remember, the goal is to build value, not play hardball. These strategies will help you close deals & exceed your quotas in no time!

Understand Needs: Thoroughly understand the needs and pain points of your clients or negotiation counterparts. This enables you to tailor your proposals and find mutually beneficial solutions.

Build Rapport: Establish strong relationships and build rapport with clients. Trust and positive relationships can make negotiations smoother and more productive.

Leverage Expertise: Use your technical knowledge and industry expertise to add value to the negotiation. Demonstrating your expertise can help justify your position and persuade the other party.

Whats the buying conditions? Are they mandated, is it part of a larger programme? Is it a vanity project by a bank exec? Have you got a strong relationship? They all affect how you do it, which levers to pull and push. Your instincts will take you a lot further than any “king of closers” book. The discount steak knives is to be avoided. Banks buy by democracy and risk based decisions. Double glazing is sold to a single decision maker. Never confuse the two. Ever . Just understand the whole heatmap of contacts, influencers. Don’t just concentrate on the ludicrous idea of a sole decision maker . Good luck, and bear in mind. You can do everything right and still not get a deal

Strategize Approach: Develop a clear strategy and plan your approach before entering negotiations. Consider your goals, the other party’s potential interests, and possible concessions you can make.

Practice Patience: Be patient and give the negotiation process the time it needs. Avoid rushing decisions and be willing to listen actively to understand the other party's perspective fully.

-Prepare Thoroughly: Understand the needs and positions of all parties. -Practice Active Listening: Truly understand the other side’s perspective. -Seek Win-Win Outcomes: Aim for solutions that benefit both parties.

Adapt Tactics: Be flexible and ready to adapt your tactics based on how the negotiation progresses. Being able to pivot and adjust your approach can lead to more favorable outcomes.

- Be fair and reasonable. If helps to a avoid a 'them vs us' negotiation. - Set a foundation by being clear on pricing and terms upfront. - Learn the law. You need to understand that negotiation is much more than a price

A couple resources worth considering: -Book: "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher and William Ury -Course: "Successful Negotiation: Essential Strategies and Skills" on Coursera