Tag: Negotiating

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.

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?

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.

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.

7 Times When Less Is More in Selling

In selling, there are times when a minimalist approach is needed. Minimalism is a term used in art to describe the bare essence of a subject. To express something in minimalist form, the artist eliminates all non-essential elements.

How to Handle the Price-Focused Prospect

Reps who are thoroughly educated in their pricing structure will have a better understanding of why something is priced a certain way. This understanding will give them the confidence to stand by the cost.

Collaborative Negotiating Strategies

I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”

Are You A Negotiating Ninja?

When you finally get to the point of negotiating with your prospect, you don’t want to blow it. You can sweat your way through this process, or you can hone your negotiating skills with these tips from Emma Brudner.

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