Category Archives: Blog

Negotiating Tips: Are You Dealing with the Decision Maker?

  I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the decision maker. Negotiating with someone other than the decision maker never works. A key part of your […]

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How to Set Goals Quickly

  How are you doing with your goal-setting process? In the book I co-authored with Matthew Hudson, Advisor Selling, we discuss a quick way to get your quarterly goals in place. Below is the quick process you can use: Start each quarter by defining your goals for the quarter. Begin with the end in mind […]

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6 Tips for Using Text Messaging to Sell

  I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions. Here are 6 tips: 1. Text messaging an […]

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How to Respond to “Can You Just Give Me a Price?”

  How many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. How much?” Admit it! We’ve all had calls like this and wow are they tempting.  We think the quick quote will result in the quick sale.  Quit kidding […]

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