I have the opportunity to talk with many buyers.  I assure you, there are some negotiating secrets they don’t want you to know. Confessions from a buyer: 1. My goal is to always keep the face-to-face meetings short. Keeping meetings short helps to keep the salesperson guessing, and when they start guessing, they tend to [...]

Don’t say you haven’t asked a customer this question at one time or another. Some of you reading this may ask it regularly and feel it’s a great way to know what the customer has available to spend. Some of you most likely believe it’s a great way to determine if the prospect is even [...]

I’ve been expanding upon a post on questions you must ask yourself when one of your customers threatens to move their business to another supplier. We are now up to question 7 (links to the previous questions are at the bottom of this post). 7. How will other people in the customer’s company respond if the [...]

For a few weeks now, I hope your sales motivation has increased as you follow our series Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. We’ve dug deeper into the following questions: How do you know they have even started the process of finding an alternative source? How much [...]

If something is free — or worse, available in unlimited quantities — how could it have any real value? My problem with “free” is it’s what far too many salespeople and marketing teams are using as a way to try to create loyal customers.  Ask yourself, “How loyal are you going to be to something [...]