Category: Negotiating

Is Your Attitude About Closing All Wrong?

The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.

How The Sales Negotiation Skills You Were Taught Are Tanking Your Sales

The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.

How to Tackle Price Negotiations

What is your usual course of action when a prospective client asks you to bring your price down? Do you give up on the sale? Cave and give them a price below what you know your product or service is worth? If so, it’s time to step up for yourself and what you’re selling.

Prospect Work With a Competitor? These Questions Could Change Their Mind

“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.

Why You Should Go With Your Gut When Negotiating

You’re also under huge pressure to close this deal. To do so, you might have to leave out a few details that are crucial to this client or misrepresent an important detail. Should you?

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.

1 2 3