Mediation and sales have several things in common:

  • They both involve establishing trust right away.
  • They both involve starting from a referral from one or more of the parties.
  • They both involve establishing a relationship between the two parties and the mediator/s.

The key place where sales and mediation differ is that a sale is usually closed: Either the salesperson gets the order and gets paid, or the prospect gets the salesperson to go away.

Mediation relies on both parties having the autonomy to walk away. Sales involves parties being pressured (whether lightly or heavily) into making a decision to “buy” or “walk-away.”

The big takeaway form all of this is that if your career is in mediation, learning where to put pressure on versus where to ensure autonomy will ensure that each participant has a satisfactory outcome.

And that you get paid.

Active listening is a huge driver for both sales and mediation.

If you aren’t listing to what your customer is saying that they want—or the parties in the dispute are saying that they want—you’ll wind up going home.

Peace Be With You All-

Jesan Sorrells, MA

Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: jsorrells@hsconsultingandtraining.com
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