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.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.
How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?
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.
Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparati
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.
Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.
When planning your pre-call research, consider who you’ll be talking with. Narrow your lead base to the people who will likely buy your product or service. Then, organize your call lists by industry as these prospects will likely be facing similar problems so you’ll get more mileage out of your preliminary research.