Sales Reinvented

level solution. What are their goals and aspirations for their company? How can your product or services help them achieve their goal? In this episode of Sales Reinvented, Lisa McLeod shares why it’s important to focus on your counterpart’s highest-level solution—and how to do it.  Outline of This Episode [0:53] Why planning and preparation is an important step in negotiation [1:42] The key steps a salesperson should take to prepare for negotiation [4:00] Why you need to identify your counterpart’s highest-level solution  [5:45] The attributes or characteristics that make a great sales negotiator [8:06] Tools and resources to improve negotiation outcomes [9:38] Lisa’s top three negotiation planning dos and don’ts [13:44] Why you should offer more value instead of lowering your price The key steps a salesperson should take to prepare for negotiation If you’re planning a high-stakes negotiation, there are three things Lisa believes you need to do:  Take a deep breath: That floods oxygen to your brain and hel