Author Archives: Ken Trent
Revenue First: Grow the Top Line, Then Work the Costs
Revenue is the P&L line that gives profit dollars room to grow. Set a revenue [...]
Labeling: Name the Concern, Then Let Them Talk
Labeling names the unspoken concern with "it seems like," then silence. Used well, it surfaces [...]
Reverse Why: Let Them Make Your Case
Before you pitch, ask why they chose you. The Reverse Why gets them to sell [...]
Counter Concession: Don’t Give Ground for Free
When you concede, ask for something back. Counter concession keeps a defensive yes in trade [...]
Contribution Profit: The Soft Bottom Line That Pays You
Contribution profit dollars, not revenue or margin percent, tell you whether a SKU or vendor [...]
That’s Right: The Signal You Found the Real Need
A polite yes is fragile. When a counterpart says that's right, you have named the [...]
Calm and Assertive: How Presence Shapes Negotiation Outcomes
Staying calm and assertive helps you set the tone and extract more value in business [...]
Four Resources: Know What a Deal Is Costing You
Time, energy, money, and emotional investment are the four resources every negotiation spends. Budget all [...]
Contribution Profit: The Soft Bottom Line
Contribution profit is the soft bottom line: the dollars a product or relationship contributes after [...]
What’s Your Leverage in This Deal Right Now?
Structural leverage is the hand you are dealt. Situational leverage is the power you earn [...]