Tag: collaborating the buyer

Here’s Why Your Deal Stalled and How to Get it Back on Track

How did your last contact with a big prospect end? If you didn’t get a commitment from them to talk again, at a specific time, you may have a problem.

The New Breed of Salesperson. A Non-Salesperson.

There's a new type of salesperson emerging. They're steeped in product knowledge and practical problem solving capability.

The New Breed of Salesperson. A Non-Salesperson.

There's a new type of salesperson emerging. They're steeped in product knowledge and practical problem solving capability.

How to Collaborate With Your Prospects

Are you looking for a proven way to get your prospects to say yes to your proposal? In Mike Schultz’s opinion, it’s all about collaboration.

To Bid or Not to Bid? That is the Question

Many companies have become smart buyers, but many have become too smart. They’ve refined the buying process so far that they have precluded the words “quality” and “value” from the buying process AND they have taken the words productivity, ease of use, and morale out of the delivery process.

Nailing Your First Business Meeting with an Executive

Here are some suggestions on how to organize your initial meeting instead of attempting to script the whole thing.

Do you have sales knowledge, or THE sales knowledge?

Got the knowledge? While you may not be studying for 3 to 5 years before you step foot into your role, you do need lots of knowledge…

How Many Choices Should You Offer When Negotiating?

When you offer choices that vary by price, prospects are likely going to select the mid- or low-priced option. Often, reps will offer three tiers of pricing to put less pressure on the prospect. And, usually, the highest-priced option is never chosen–and that potential revenue is lost.

How to Ace the Sale to the C‑Suite

Buyers in the c‑suite didn’t get to their positions by making ill-informed decisions. If you want to impress the guy who sits behind the giant custom-made desk, you’ll need to bring more than your winning smile to the meeting.

How Do You Handle the No-Show?

Dealing with a no-show is a delicate task; how you react can determine the future of the relationship.