The Business Fixer Blog by Wes Schaeffer, The Sales Whisperer®

Get Good Negotiation Training or Else! Andres Lares

Written by Wes Schaeffer | May 22, 2025

"You want to get to an answer, yes or no."

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Negotiation Tips you'll learn today on The Sales Podcast...

In this conversation, I sit down with Andres Lares, a negotiation expert, to discuss the intricacies of negotiation, leadership, and sales training.

Believe it or not, we get into the importance of goodwill in business relationships. (I always leave a little meat on the bone so my prospects and business partners want to come back to work with me.)

As The Sales Whisperer®, of course, we discuss the value of sales training. 

As a Brazilian Jiu-Jitsu practitioner, I discuss being adaptable as a key component of a negotiation training program.

As an Air Force veteran, we get into the role of leadership in employee retention. (Unfortunately, leadership is sparse in the military, the private sector, schools, churches, HOAs, PTAs, Little League, and everywhere in between...But I digress.)

As usual, balance is key in business and in life, so we look at the need for creating a balance between structure and flexibility in sales processes, as well as the significance of self-reflection and feedback for personal growth.

The worst case scenario is not a no.

We agree on the philosophy of incremental improvement and the necessity of practice and preparation in negotiation and in life.

We also agree on the intricacies of negotiation and the importance of tailored training for effective communication. You must understand the buyer's perspective and maintain integrity in your business: prospecting, selling, and fulfillment roles.

As we say in the military, the more you bleed in training, the less you bleed in battle, so we dive into the significance of preparation, emotional intelligence, and the role of negotiation training in building confidence and credibility.

Finally, Lares shares insights on the challenges of hiring skilled facilitators and the value of asking the right questions to uncover the truth in negotiations.

Nothing convinces like conviction.
00:00 Introduction to Negotiation and Leadership
02:49 The Power of Nice in Negotiation
06:08 Value-Based Negotiation Strategies
09:05 The Importance of Training and Adaptability
11:59 Balancing Structure and Flexibility in Sales
14:55 The Role of Leadership in Employee Retention
18:10 Investing in People for Long-Term Success
20:56 The Incremental Improvement Philosophy
24:04 The Role of Feedback and Self-Reflection
27:11 The Importance of Practice and Preparation
30:48 The Art of Negotiation and Training
39:41 Understanding the Buyer’s Perspective
42:15 The Importance of Integrity in Sales
46:43 Tailored Training for Effective Negotiation
53:19 Books and Resources for Negotiation Skills

  • Negotiation can be collaborative and aggressive simultaneously.
  • Goodwill in business relationships can lead to long-term success.
  • Value-based pricing is essential for different business sizes.
  • Training and adaptability are crucial for sales success.
  • Balancing structure and flexibility in sales processes is key.
  • Leadership quality significantly impacts employee retention.
  • Investing in employee training leads to better performance.
  • Incremental improvements can lead to significant success over time.
  • Self-reflection and feedback are vital for personal growth.
  • Practice and preparation are essential for effective negotiation.
  • Negotiation training is essential for effective communication.
  • Understanding the buyer's perspective is crucial in sales.
  • Integrity in sales leads to better relationships and outcomes.
The worst-case scenario in sales is not a no, but a prolonged engagement.
  • Preparation and emotional intelligence enhance negotiation skills.
  • Asking the right questions uncovers the truth in negotiations.
  • Tailored training is more effective than generic programs.
  • Confidence in negotiation comes from having a structured process.
  • The worst-case scenario in sales is not a no, but a prolonged engagement.
  • Credibility is built through preparation and understanding the client's needs.
  • Negotiation is a continuous process that starts from the first interaction.
Self-reflection and feedback are vital for personal growth.

GUEST INFO:

  • Guest Site: https://www.shapironegotiations.com/resources/books/
  • Guest LinkedIn: https://www.linkedin.com/in/andreslares/
  • Guest X: https://x.com/sninegotiations
  • Guest Instagram: https://www.instagram.com/shapiro_negotiations_institute/

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