Mike Lander on Building Trust and Securing Better Sales Deals

We are excited to bring you the latest insights from our recent podcast episode featuring negotiation expert Mike Lander . If you want to become a skilled negotiator and achieve better deals, this episode is packed with invaluable guidance.???

Key Takeaways from the Episode

1. The Importance of Trust: Mike emphasizes that building a trusting, collaborative relationship is essential in negotiations. Trust gives you the benefit of the doubt and acts as a shield against potential mistakes.

2. Understanding Procurement: Procurement professionals are trained to be emotionally detached. This means building trust with them requires a strategic approach. Start by establishing warm rapport through emails and setting clear principles.

3. The New Study – Four Negotiator Profiles: Mike's latest study identifies four distinct profiles of sales negotiators:

• Analyzer
• Preparer
• Commander
• Trust Builder

Among these, the Trust Builder consistently achieves the best outcomes by demonstrating empathetic listening, flexibility, and a focus on mutually beneficial deals.

4. The Kraljic Matrix: A useful tool for strategizing your approach to negotiations. Its axes are:

• Impact on the buyer’s business (profit and sales impact)
• Scarcity of supply

By understanding where your deal falls within this matrix, you can tailor your negotiation tactics accordingly.

Enhanced Negotiation Tactics

• Build Credibility: Ensure you're seen as a domain expert.
• Focus on Relationships: While crucial, it’s important to balance this with credibility and reliability.
• Understand Procurement: Engage early with procurement through emails and document exchanges to build collaborative ground.

Connect with Mike Lander

Want to learn more from Mike? Check out his own podcast, "Higgle: The B2B Sales Club Podcast," and connect with him on LinkedIn for more tips and strategies.

Listen Now

Don't miss out on these invaluable insights that can transform your negotiation approach. Listen to the full episode here.

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For more expert insights, follow Negotiate Anything on Apple Podcasts and Spotify.