Building Rapport in Sales Negotiations

On this episode of PaintED, Ian Siegner of Siegner & Company in Portland, Oregon, and Gina Koert of SPI in Denver, Colorado discuss how they approach commercial sales negotiations and proposals. When there’s a lot of potential profit on the table, it can be difficult to know what to do in the moment if you don’t have a game plan. And Gina and Ian definitely have strategies, honed over the years, that have made them both very successful in their roles. And the first thing they’ll tell you—whether you are in residential, commercial, or industrial work—is it’s not all about the numbers! Gina and Ian discuss their big wins and big losses, and share lessons they’ve learned along the way about the importance of building rapport, being confident, knowing when to walk away and adding options.