The One Skill That Separates Good Salespeople from Great Negotiators

Negotiate Anything

American Negotiation Institute

Education, Careers, Business

4.8 • 659 Ratings

🗓️ 26 June 2025

⏱️ 28 minutes

🔗️ Recording | iTunes | RSS

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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

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0:00.0	AI moves fast and the path forward isn't always clear.
0:04.1	Cisco gives you the infrastructure, security, and insights to stay the course.
0:08.9	Cisco, making AI work for you, visit Cisco.com slash AI.
0:15.1	Lance, thanks for joining us today.
0:17.3	Kwamey, I appreciate you having me on today.
0:19.2	Yeah, it is our pleasure, my friend.
0:21.4	So how would you get it started by telling us a little bit about yourself and what you do? Yeah,
0:24.9	thanks for asking. I am the CEO of the Tyson group, and we are an award-winning sales training
0:31.4	organization, so it's just not me. We've got a whole team around us, and we really specialize in
0:37.4	customizing sales training or coaching or consulting
0:43.0	to a semi-complex or complex sales process. So we really kind of go in there and assess,
0:48.2	design, and then install some kind of training or coaching depending on the situation. So
0:53.1	written three books,
0:55.3	publisher parish today, right? So a lot of our, a lot of our training is based off the
1:01.3	research we do in our writing and trying to get content out there that's relevant to the marketplace
1:06.9	today. This is great. And I think the best part about this, this serendipitous relationship
1:13.0	is that we found out we're neighbors. Yes. It's great. We might be two miles apart at Matt.
1:20.6	That's wild. That is crazy. Small world. Well, we're excited to have you on. And one of the things
1:26.6	that often comes up is the distinction
1:28.5	between sales and negotiations. And I think we'll be cool in this interview is to kind of talk
1:33.7	about the interplay between both and your perspective on that. And then we could leave the listeners
1:39.5	with some actionable tips going forward. Yeah. So when you think about sales related to negotiation, what is the connection?
	...

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