How To Start & Grow Your Business

Home Sales Negotiations
Do you know that the most important step of negotiating actually has nothing to do with negotiating. What is it? 1. Sell First. Negotiate Second. We’ll always secure a... MORE
Negotiate Like a Pro When Selling Your Company negotiations Sales A high-stakes sale Peter Lehrman From the Editor's Desk
Mar 25

Negotiations

Sales-Burlap Money Bag
A high-stakes sale

Negotiate Like a Pro When Selling Your Company

Selling your own business might be one of the most difficult negotiations of your career. Here’s how to stay focused and keep your emotions from getting in the way.GO TO ARTICLE
How to Present Your Price and Get It! negotiations Sales Tried and true techniques Mark Hunter From the Editor's Desk
Jan 26

Negotiations

IT-Foggy summer sunrise in the Italian Alps
Tried and true techniques

How to Present Your Price and Get It!

You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present... MORE
Painless Ways to get Prospects to Commit More Often negotiations Sales Hanging in limbo? Scott Dailey From the Editor's Desk
Jan 19

Negotiations

Animals-Rhino Walking on Tightrope
Hanging in limbo?

Painless Ways to get Prospects to Commit More Often

Every year your sales manager adds up your “Yes’s” and your “No’s.” And in both of these buckets resides a few of each. I mean after all, that’s sales.... MORE
What to Do When Someone Says No negotiations Sales Always find out why Mike Brooks From the Editor's Desk
Jan 19

Negotiations

Sun and planets
Always find out why

What to Do When Someone Says No

I was working with a client last week and one of their sales reps expressed frustration when he was trying to explain to a prospect why his service would... MORE
Top Five Sales Negotiation Mistakes negotiations Sales Improve your effectiveness Lori Turner-Wilson From the Editor's Desk
Jan 09

Negotiations

Leadership-Businessman moving chess figure with pawns behind
Improve your effectiveness

Top Five Sales Negotiation Mistakes

More than 75 percent of the sales reps I’ve coached through the years cite price as their number one objection. Given the state of our economy for the last... MORE
Only Negotiate After They’ve Rejected Your Offer Twice negotiations Sales Patience is a profitable virtue Mark Hunter From the Editor's Desk
Jan 06

Negotiations

Sales-business man in field watching growth graph cloud
Patience is a profitable virtue

Only Negotiate After They’ve Rejected Your Offer Twice

How can you know the customer’s needs if you don’t spend time “selling” to them first? Negotiating should be an option only when the sales process has not been... MORE
Don’t Waste Your Time Negotiating With These Customers negotiations Sales Cut your losses Stuart Leung From the Editor's Desk
Jan 06

Negotiations

Bride and groom acting silly.
Cut your losses

Don’t Waste Your Time Negotiating With These Customers

Dealing with difficult clients is sometimes necessary, but there are two types of customers that simply aren’t worth negotiating with: The customer who turns irritable, and the one who... MORE