True Dental Success Institute

328: Negotiate or Pay

clinical hygiene


Get Out of your Comfort Zone and Negotiate. Michael Lomotan joins me today to explain the four sales personalities and how to determine which type of salesman you are working with. Michael has over fifteen years of experience in enterprise sales, and today he offers an unique perspective from the other side of the table.

During our time together, we discuss:

  • The relationship salesman and how they’ll attempt to make you feel bad going with someone else
  • The consultation salesman and how they’ll try to diagnose your problem
  • The challenger salesman and how they’ll create an immediate need for their solution
  • The insight salesman and how they’ll tell you a story prescribing your need
  • Using an understanding of these personalities to negotiate better deals
  • Tricks for overcoming the discomfort associated with negotiation
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