Category: Negotiating

Expensive Product

3 Tips for Selling Expensive Products

Price is a common sales objection sales reps encounter. For salespeople who sell more expensive products, this issue can provide one steep roadblock.

Negotiation Tactics To Watch Out For

Negotiation tactics are often used by buyers, and while some buyers truly seek out win-win negotiations, others solely are looking for an advantage at the seller’s expense.

too expensive

Combating the "It's Too Expensive" Objection

It’s too expensive.” This is probably one of the main roadblocks you encounter during your sales meetings. Is your product or service actually too expensive?

negotiating

Negotiating With A "Jerk": Sell AND Stay Professional

Negotiating probably isn’t anyone’s favorite part of the sales process. It can be particularly unpleasant if you are trying to negotiate with someone who is being difficult.

Negotiation Tactic

Why Surprises are an Excellent Negotiation Tactic

Surprise has rarely been seen as a good negotiation tactic in your experience, right? It seems only logical that a surprise would throw a wrench in the works.

hardnegotiations

Why Hard Negotiations Can Lead to Future Disaster

Have you been trained to use hard negotiations when it’s time to close a contract? If you successfully close the deal, you could be courting trouble for the future.

empathy

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."

isolation process

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.

improve your negotiating

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

presentation

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

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.

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