Gerhard Gschwandtner is founder and publisher of Selling Power magazine – the leading periodical for sales managers and sales VPs since 1981. He owns the Sales 3.0 conference, and has authored 17 sales management books and is the creator of the Peak Performance Mindset training program. IN episode 54, we discuss: how he got meetings with Malcom Forbes and Donald Trump; the #1 problem/mistake sales managers and leaders make; the top 2 things you need to be successful in sales and negotiations; and the 3 Levels of Sales Mindset you MUST have to reach your A-Game.
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.
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.