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Home Sales Negotiations

Successful Negotiating? Start With This Step FIRST…

Jun 16

Negotiations

Pen, calculator and notebook.
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
  • Mark Hunter
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1Don't rush into negotiating, connect first. 2Negotiate after understanding the customer's needs. 3Never be in a hurry to close the sale.
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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
  • From the Editor's Desk

  • Hummy's
    Highlights

    1Take the time to research your walk-away number. 2Make your concessions strategically. 3"Getting to Yes" is the Bible of negotiation skills.
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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
  • Mark Hunter
  • Estimated reading time: 4 min read

  • Hummy's
    Highlights

    1"Always present your price in person." 2"Have two prices ready to present." 3"After you give it to them, be silent."
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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
  • Scott Dailey
  • Estimated reading time: 7 min read

  • Hummy's
    Highlights

    1Both a "yes" and a "no" are commitments. 2Silence or avoidance waste your time. 3Get a yes or a no as soon as possible.
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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
  • Mike Brooks
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1It is important to understand their real objection. 2You'll have a chance to overcome it, or to learn. 3It gives you the chance to clarify a misunderstanding.
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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
  • Lori Turner-Wilson
  • Estimated reading time: 3 min read

  • Hummy's
    Highlights

    1Ask questions and stay in control of the interaction. 2Inquire more into objections before responding. 3Understand bargaining vs. negotiating.
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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
  • Mark Hunter
  • Estimated reading time: 2 min read

  • Hummy's
    Highlights

    1First find out why your offer was rejected. 2An objection to your price does not mean it's too high. 3It pays to invest time discovering the client's needs.
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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
  • Stuart Leung
  • Estimated reading time: 3 min read

  • Hummy's
    Highlights

    1Spot the warning signs early to protect your time. 2Game players have mood and interest fluctuations. 3Customers who see things in extremes can't decide.
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