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Do you know how to offer a firm price and not waver from it? Too many salespeople think they are putting a firm price on the table, only to then allow themselves to be negotiated down. A key part of your pricing strategy has to be knowing when and how to offer a firm price. [...]
Do we have to negotiate to be successful in sales? Think about this question for a bit before answering. This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. The reason is simple – If you’re successful in selling, then you [...]
Too many negotiations wind up being one-sided, because the salesperson offers up something to the other party, thinking if they’re nice then the other person will be nice and offer something in return. Sorry, this isn’t the case in the vast majority of negotiations. Key is to make sure whatever you offer up is matched [...]
Too many people go into a negotiation essentially blind, and the worst thing of all is they don’t even realize it. They think because they know what they want, they’re going to be just fine. Sorry, negotiating is not just understanding what it is you want; it also is knowing what the other person wants. [...]
Sell first. Negotiate second. This is a line I use a lot for one very simple reason: You have to sell first before you can begin to negotiate. The more effective you are in your selling, the more effective you’ll be in your negotiating. In fact, you will do less negotiating, which means you will [...]
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