With over 25 years of sales, leadership, and negotiation experience, Clint Babcock has worked with senior executives at companies in a wide range of industries to help them strategically build their sales forces. A Sandler-certified trainer, he has helped hundreds of sales teams and thousands of salespeople to improve performance and retain margin. His career background includes top performances in sales, negotiating, business development, operations, and training and development. He has a degree in Finance, and takes pride in keeping himself, his clients, and his students numbers-focused.
[Looking for AND] Clint has nearly 25 years experience developing and directing organizations’ recruiting and sales strategies, as well as coaching and mentoring “C-level” executives. In this episode, he and I talk about the art of business negotiation and his new book, “Negotiating from the Inside Out: A Playbook for Business Success.”Read More
[Smart Brief] When negotiating with a client, ask questions about how your business can solve their problems instead of talking too much about features and money, writes Clint Babcock, and never make concessions without getting something in return. “Hold onto concessions for as long as you can; don’t give them up until late in the…Read More
[The Great Leadership Blog} Recently I was teaching a class on negotiation for salespeople. I set up a buyer–seller role play scenario and I asked two participants to work through the scenario in front of the rest of the class. Both were provided with the pertinent information they needed to secure a good deal; all they had…Read More
[ExecuNet] Recently, I was asked by a client to help coach his wife through a job interview process. She was interviewing for a position as a general counsel – the internal lawyer for a very large company. She had deep experience in the corporate world; like most senior executives, it had been a long time…Read More
[HCM Sales, Marketing & Alliance] Have you ever entered into a negotiation situation and realized you had nothing going for you? Have you ever prayed that the person you were about to negotiate with wouldn’t take advantage of you? If your answer to either question is “Yes, you may be interested to learn that anyone…Read More
[Strategy Driven] Recently I was training a group of sales professionals. I asked them to write down the answer to this question: When a prospect asks you for a concession during negotiations, how do they ask you — what exactly do they say?Read More
[CEO World] In other words: What is the process for negotiation that has been taught and trained to all your salespeople? If you get a clear answer, then rest assured you won’t be experiencing discounting on a regular basis, and you’ll see a lot of healthy high-margin deals emerging from the pipeline. However, if the…Read More