• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • 303-741-6636
kla-logo

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Consulting
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Our Process
      • Revenue Generating System
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Process
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • ConnectWise Evolve
    • IT Managed Service Providers
    • IT Solution Providers
    • Sales Consultants
    • B2B Companies
    • Phone System Providers
  • ABOUT KLA
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Thoughts About Generating Revenue
    • Coffee with Kendra
  • Contact us

Negotiating and the Three Ts: Trust, Time and Tactics

Last updated June 14, 2022 Categories: Success Strategies, Winning New Customers

Negotiating and the Three TsSuccessful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be.  At the core of the strategy is what I refer to as the “3 Ts of Negotiating:  Trust, Time, and Tactics.”

Master these as part of your selling skills and you will strengthen your sales motivation and your profits.

Trust – The more trust you and the other party have in each other, the less need there will be to negotiate.  The risk is in knowing whether the trust is real or perceived.

  • Trust only comes through time and the quality of interactions you have had with the customer. To gauge the level of trust you have established, consider what the other person has told you about their company. The more they tell you that is not known by others, the more trust they have in you.
  • Perceived trust is blind and will get you in trouble very quickly. It often comes when the other party is a good communicator and is easy to get along with.

Time – The more time you have before it’s necessary to finalize the deal, the greater your leverage.  If time is of the essence to you, do not allow the other party to know what your time frame is.  A good negotiator will use it to their advantage by knowing time lines the other party is dealing with – without revealing anything other than what is necessary to help you close the negotiation.

Tactics – People use tactics to negotiate when they do not have an established level of trust with the other person or they don’t have time working in their favor.  The number and type of tactics a person will use is in direct proportion to the lack of trust they place in others.

One way of looking at the role these 3 “Ts” play in negotiating is to think of the sum of the three equaling 100%.   If you have a high degree of trust in the other person and they have trust in you, then there is no need to use tactics or leverage time.  In this case, trust might be 100%. On the other hand, if you have very little trust in the other party, then you need to rely on tactics and time to complete the negotiation.   The worst case would be where you have zero time to negotiate and there is no trust between the two parties. In this case, the only “T” you have is tactics.

Your ability to increase the level of trust will always allow you to decrease the importance of time and tactics.   Start today paying close attention to the level of trust that exists between you and each of your customers.  I encourage you to really think about this, even if you are not currently in a negotiation situation.

Wise salespeople know how to assess each “T” with each customer.  The more adept you become at this, the better negotiator you will become.  Are the three “Ts” part of your strategy?  They should be.

Primary Sidebar

Join Us

10 Skills Sales Hunters Need to Crush Company Goals Kendra Animated

Build a team who can sell even in the threat of a recession.

RSVP

Get Your Guide: Build and Protect Your Sales Funnel

KLA 45 Ways

Use these strategies to protect your current clients while generating new leads. Your business shouldn’t be at risk just because a pandemic struck.

Download It Now
Sales Pro Central badge kendra lee

Find Us On Youtube

Get Connected


Get Connected

Categories

  • Asking for Referrals
  • blog
  • Christmas
  • Cold Call Training
  • Consultative Selling Training
  • Content Development
  • Developing Sales Training
  • Digital Marketing
  • Email Marketing
  • Email Prospecting Training
  • events
  • General
  • Get Referrals
  • homepage
  • Infographics
  • Lead Generation & Nurturing
  • Marketing Coaching
  • Newsletter
  • Outsourced Sales Management
  • Prospecting
  • Questions with Kendra
  • Revenue Generating System
  • Sales Assessment
  • Sales Coaching
  • Sales Hiring
  • Sales Hiring Coaching
  • Sales Lead Generation
  • Sales Magnet
  • Sales Motivation
  • Sales Process
  • Sales Prospecting
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Sales Training Development
  • Sales Training Process
  • Selling Against The Goal
  • Selling in Pandemic
  • SEO
  • SEO Consulting
  • Success Strategies
  • Video
  • Website Design
  • Winning New Customers

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy
  • Sitemap

© 2022 KLA Group. All Right Reserved.

Talk with an Expert

Name
This field is for validation purposes and should be left unchanged.

Lead Generation Syllabus

Name
This field is for validation purposes and should be left unchanged.

Sales Coaching

Name
This field is for validation purposes and should be left unchanged.

How to Ask for Referrals Syllabus

Name
This field is for validation purposes and should be left unchanged.

Email Prospecting Syllabus

Name
This field is for validation purposes and should be left unchanged.

Consultative Selling Syllabus

Name
This field is for validation purposes and should be left unchanged.

How to Cold Call Syllabus

Name
This field is for validation purposes and should be left unchanged.