When you are in the middle of a negotiation or in a tough spot during a sales call, be careful where you look. Looking at the floor is a sign of weakness. Looking at the customer or prospect communicates confidence.  If you can’t give somebody eye contact in the middle of the toughest part of [...]

Time is the greatest negotiating tool. When giving a proposal, state half of the time you had planned to offer. For example, by offering one week instead of two, it increases the sense of urgency.

Closing a big sale has never been easy, and when you’re trying to close one with a large company, it can be even more difficult. This past week, I shared the stage with a fellow sales professional and I highly recommend her best-selling book to you. Jill Konrath and myself had the opportunity to be [...]

Even the most sales savvy among us have had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is important to remember that our customers have [...]

I’m watching a television interview (The Big Idea with Donnie Deutsch) where Donald Trump is talking about why he’s such a great negotiator. I have to laugh at how he likes to mock those who tell him that they are great negotiators. What’s ironic is that he is really mocking himself while making fun of [...]