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
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!
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
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
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
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
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
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