Category: Negotiating

Despise Negotiating? Here are 4 Ways to Up Your Game

Your clients aren’t always going to agree on the deals you set before them. So, what then? Here are four ways to improve the way you negotiate.

Mirroring Techniques in the Digital Age

Your email dings and it’s a message from your boss saying you’ll need to give a sales presentation at next week’s shareholder meeting. A feeling of dread quickly sets in. Sound familiar? Whether it’s a pitch or presentation, we’ve all likely been there before. But rather than stressing about it, there are ways to ensure success while maintain your sanity.

Are You Using This Common-Sense Approach to Sales Growth?

The selling process is constantly evolving, and it doesn’t necessarily end when a sale is made. Making a one-time sale is an accomplishment, but real success can be found in sales growth and repeat business. So what drives these factors? Experience has shown that it’s all about cultivating relationships and honoring the “Golden Rule.”

How to Negotiate When Your Time’s Up

The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?

Are You Cutting Corners to Make Quota?

At some companies, there is the concept of hitting your sales quota, regardless of what it costs you. At other companies, there’s the concept of making quota and making it the right way.

Is Your Personality Leading You Away from Consultative Negotiating?

Unless you have the most accommodating prospect in the world, you’ll need to negotiate to close your deal. If you’re not a natural negotiator, you can succeed if you know what to watch for.

How to Respond to a Common Price Objection

Thanks to the prevalence of discounting, most reps will encounter price objections from prospects. But, just because your competitors are slashing prices, it doesn’t mean that you should. While discounting certainly has its place in the industry, it shouldn’t be your knee-jerk reaction.

Are Your Negotiations Missing These Four Things?

Before entering into a negotiation, you likely have spent time covering all of the keys to its potential success. But, there may be one factor that you’ve overlooked.

If you think the word “objection” is still in sales, think again

The word objection in sales is totally misunderstood. To most salespeople an objection (price is too high, have a satisfactory supplier, we spent our whole budget, yada, yada) is a reason the prospect is not buying and it’s met with dismay and disappointment.

How Many Choices Should You Offer When Negotiating?

When you offer choices that vary by price, prospects are likely going to select the mid- or low-priced option. Often, reps will offer three tiers of pricing to put less pressure on the prospect. And, usually, the highest-priced option is never chosen–and that potential revenue is lost.

Got Negotiations? Why? Who wins?

People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.

How to Use Silence in Your Sales Conversations

The next time you’re faced with an awkward silence, avoid the temptation to fill it with rambling. By giving the other person space, you are giving your own words more impact.

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