Time, Trust, and Tactics are the three elements of any negotiation.  The more time you have invested and trust you have established, the less need there will be for tactics. I always am amazed at the number of “sales professionals” who tout the use of a wide range of strong-arm tactics whenever they’re negotiating.  Yes, it’s [...]

Are you a morning person?  In this podcast, Mark Hunter, “The Sales Hunter”, explains how to use early morning voicemail to break through to your customers and prospects.  He shares why this will cause them to see you in a different light and can greatly work to your advantage.  Listen to it by following the [...]

A price increase must always be sold to two people.  Not only does the person buying the product / service need to be conviced, but also (and more importantly) the salesperson doing the selling. I strongly believe the biggest obstacle in selling a price increase is found in the salesperson.  Far too often, the person trying to [...]

Sales requires two parties to come to an agreement.  This means there must be a level of engagement between the two parties.  Many salespeople mistakenly believe that it does not really require them to talk to the customer.  Rather, they assume that if they just think about calling them or think about the sale, it will magically [...]