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

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

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

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

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

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

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