Tag: Negotiating

7 Times When Less Is More in Selling

In selling, there are times when a minimalist approach is needed. Minimalism is a term used in art to describe the bare essence of a subject. To express something in minimalist form, the artist eliminates all non-essential elements.

How to Handle the Price-Focused Prospect

Reps who are thoroughly educated in their pricing structure will have a better understanding of why something is priced a certain way. This understanding will give them the confidence to stand by the cost.

Collaborative Negotiating Strategies

I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”

Are You A Negotiating Ninja?

When you finally get to the point of negotiating with your prospect, you don’t want to blow it. You can sweat your way through this process, or you can hone your negotiating skills with these tips from Emma Brudner.

3 Quick Tips to Improve Your Negotiating Skills

By the negotiation phase of the sales process, you and the prospect both have a common goal: A sale! But, just because the prospect is buying from you, doesn’t mean you are at his or her mercy.

When to Discuss Price in Your Sales Calls

In your sales calls, where does talk of price generally pop up? If you discuss it intermittently, you should consider adjusting your strategy.

Don’t Sell Short. Negotiate the Price You Deserve.

You want the deal badly. You need the business. You suspect that your price is too high to begin with. So what do you do? If you’re like most salespeople, you lower your price rather than negotiate. Instead, use these eight concepts from master negotiator Ed Brodow to negotiate the price you deserve.

The Silent Treatment

The art of negotiation has been the subject of several past blogs, due in part to the large amount of advice available from industry professionals.

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