If I could jettison all my responsibilities and just “sell” I would be very happy as I enjoy being a salesperson and have no reservations as being labeled as one! In my decades in Asia, I have found the word “salesperson, salesman, saleswoman” can carry a low image. Some companies are even calling salespeople as “marketing executives” or other fancy misnomers to make up for this perceived low-image job.

Many sales managers have approached me over the years to conduct negotiation skill training for their salespeople to be more successful in conducting negotiations with ever more knowledgeable, demanding customers. Based on my experience and on-line research, I have found these are the major reasons for salespeople failing to negotiate successfully