Category: Negotiating

2 Reasons Your Prospects May Not Trust You

James Rores, founder and CEO of Floriss Group, says that 97% of salespeople are not viewed as trustworthy by prospective clients. Instead, they’re seen as self-centered, pushy, and manipulative. Why does this happen?

Win-Win Negotiating

The two ends of the negotiating spectrum are win-win negotiating versus win-lose negotiating. Win-lose negotiators see the participants as adversaries.

How To Respond To 16 Common Negotiation Tactics

Few sales are won without negotiation. Sometimes, it’s an easy collaboration between seller and buyer that benefits both parties. Other times, buyers play hard ball, using tough tactics that can throw off a seller.

How to Boost Your Sales Using Decision Intelligence

“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.

Overcome These Common Biases All Sellers Face

Biases exist, whether we like it or not. It’s up to salespeople to overcome buyers’ internal biases to make the sale.

What Makes You Stick Out When Your Product Doesn’t?

As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.

Sell Smarter 13: Smarter Negotiations

In this episode of the Sell Smarter podcast we give advice for smarter negotiations. You can always get more great insights like these every day at SalesFuel.com and the SalesFuel mobile app!

Competitor Objection? No Problem!

No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.

Do You Have These Important Negotiation Skills?

Going into the new year, it might be time to brush up on your negotiation skills. Even if you feel like you don’t need to, be assured that there’s always room for improvement.

Sell Smarter – Episode 13 – Smarter Negotiations

Sell Smarter 13: Smarter Negotiations

In this episode of the Sell Smarter podcast we give advice for smarter negotiations. You can always get more great insights like these every day at SalesFuel.com and the SalesFuel mobile app!

Risk-Reversal Language Can Boost Win Rates

Buyer anxiety can strike at any time during the sales process. But, it’s most likely to pop up during the late stages. Believe it or not, what you say can have a big influence on dissipating that anxiety.

Is Your Attitude About Closing All Wrong?

The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.

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