Category: Negotiating

Empathy

The root of the word empathy is PATHOS — the Greek word for feeling. SYMpathy means acknowledging the feelings of someone else as in, "I sympathize with you."

The Isolation Process, A Powerful Path to More Sales

Psst — hey ‑c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase.

Do You Need to Improve Your Negotiating Skills?

Is one of your New Year’s Resolutions all about how to improve your negotiating skills? The entire concept of negotiating may seem like a sham to you.

Smart Ways To Sharpen Your Negotiation Skills

Sales reps’ negotiation skills improve with practice over time, but what if you don’t get many opportunities to practice? One way to hone those skills, and try out new ones without repercussions, is to role play. I

Never Negotiate These Things Away

Negotiations are pretty common in the sales world, and you’ve likely done your fair share of negotiating with a prospect or client. But there are some things that should be off-limits when it comes to haggling.

Price — the most perplexing issue of sales.

I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.

How to Stop the "I'll Get Back You" Stall

What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”

How to Navigate Infuriating Negotiations Before They Happen

It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?

How to Make the Sale Without Discounting

Your manager is leaning on you to close more deals. And you have the option to offer discounts to a few prospects to get them to sign with you.

3 Negotiation Styles to Help Land Tough Sales

If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.

Genius Responses to Sales Timing Objections

Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.

4 Ways around Common Sales Objections

You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.

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