Welcome to Episode 18 of Altar of the Demo Gods, where hosts Keith Wilson and John Morton dive into the art of negotiation within the realm of sales engineering. This episode is packed with insights, stories, and strategies on how to navigate negotiations effectively.
Key Highlights:
- The importance of documentation in building value and leverage in negotiations.
- How to approach negotiations with a non-adversarial mindset, focusing on mutual benefits.
- The role of trust and rapport in making negotiations smoother.
- Real-world examples of negotiations in technical sales, including proof of concept timelines and feature enhancements.
- The significance of ethics and integrity in negotiations, ensuring that both parties win.
