The One Skill That Separates Good Salespeople from Great Negotiators

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 26 June 2025

⏱️ 27 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Most salespeople know how to pitch. Fewer know how to handle the moment everything shifts. In this episode, sales expert Lance Tyson joins Kwame Christian to reveal the exact skill that transforms average closers into elite negotiators. You'll learn: – How to recognize the hidden moment when a sale becomes a negotiation – Why objections aren't problems—they're opportunities – The deadly mistake most salespeople make when pressure shows up – And how to build guardrails that protect your profit without killing the deal If you’ve ever lost a deal you thought you had, this episode will show you why—and how to fix it. Connect with Lance Tyson Buy the Book: The Human Sales Factor By Lance Tyson⁠ ⁠Follo Lance on LinkeIn⁠ ⁠Tyson Group⁠ Contact ANI ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Transcript

Click on a timestamp to play from that location

0:00.0	Lance, thanks for joining us today.
0:02.2	Kwamey, I appreciate you having me on today.
0:04.1	Yeah, it is our pleasure, my friend.
0:05.8	So how would you get a started by telling us a little bit about yourself and what you do?
0:09.3	Yeah, thanks for asking.
0:11.5	I am the CEO of the Tyson Group, and we are an award-winning sales training organization,
0:17.0	so it's just not me.
0:17.9	We've got a whole team around us, And we really specialize in customizing sales training or coaching or consulting to a semi-complex or complex sales process. So we really kind of go in there and assess, design, and then install some kind of training or coaching depending on the situation. So
0:38.0	written three books, publisher parish today, right? So a lot of our, a lot of our training
0:45.4	is based off the research we do in our writing and trying to get content out there that's
0:50.2	relevant to the marketplace today. This is great. And I think the best part about this, this serendipitous relationship is that we found
0:58.5	that we're neighbors.
1:00.2	Yes.
1:01.1	It's great.
1:02.6	We might be two miles apart at math.
1:05.5	That's wild.
1:06.9	That is crazy.
1:08.0	Small world.
1:08.8	Well, we're excited to have you on.
1:10.5	And one of the things that often comes up is the distinction between sales and negotiations. And I think we'll be cool in this interview is to kind of talk about the interplay between both and your perspective on that. And then we could leave the listeners with some actionable tips going forward. Yeah.
1:34.4	So when you think about sales related to negotiation, what is the connection?
1:36.1	Yeah.
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from American Negotiation Institute, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of American Negotiation Institute and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.