Negotiating is one of the best ways to close the sale, right? Maybe. But it will come with a hefty destruction of profit. Too many salespeople are negotiating when they really should be selling. Are you one of them? If so, it’s costing you and your company dearly. There is a way to protect your [...]

Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. It’s time to cut to the chase and provide some perspective on the who, what, [...]

How are your negotiation skills? Do you have effective negotiating skills? Take the test below to measure your negotiation skills. 1. Do you resist entering into any negotiations until after the customer has rejected your offer at least twice? 2. Do you have your “walk away” point pre-determined before you start negotiating? 3. Do you [...]

Too many salespeople go into negotiations without any type of a plan. It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. This does not mean all sales negotiations are going to be won. I’m a firm believer that some negotiations are won by losing. [...]

Before you begin negotiating, you really need to ask yourself if you have  a negotiation strategy. If you don’t have a negotiation strategy before you start negotiating, you immediately put yourself in a position of losing — and losing big. The 5 steps to a negotiation strategy that works: 1. Know exactly what it is [...]