From Pitch to Close: The Negotiator’s Path Through the Sales Process

A lot of salespeople walk into meetings with potential buyers and spend their time talking about features, benefits, and product details.

But that’s awareness-stage stuff. It’s the job of marketing—not what your counterpart, who has already agreed to sit down with you, needs to hear.

At The Black Swan Group, we take issue with the traditional “sales process.” Why map out an eight-month plan when you might be able to close today and get money tomorrow?

Here’s the truth: You don’t need to march through a rigid five- or six-stage framework.

Your top priority should be making sure the other side knows you understand where they’re coming from and that you see the deal through their perspective. Once they feel heard and understood, the check practically writes itself.

That’s where Tactical Empathy® comes into play.

In this free ebook, we break down the 5 essential steps to negotiating through the sales process—from opening the conversation the right way to handling objections and closing deals faster.

You’ll learn how to:

✅ Qualify prospects with an Accusation Audit®
✅ Get your counterpart to pitch you with Proof of Life questions
✅ Overcome objections using Asking Labels
✅ Close deals with a simple “That’s Right”
✅ Follow up in a way that builds trust and prevents surprises

Stop dragging out the sales cycle. Start closing more deals—faster. Download your free copy of “How to Negotiate Through the Sales Process” today.