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Want to succeed in sales negotiation? You need to understand the role of Time, Trust and Tactics. Too many salespeople go into sales negotiations where they are short on time and short on trust, so the salesperson resorts to tactics. Not surprisingly, the buyer often is the one who then turns the tables and uses [...]
What is the objective of lowering your price to try and get more sales? Anyone can get more business if they lower their price. It doesn’t take a rocket scientist to figure that one out. Here’s the question you have to ask: What is the objective of lowering your price? Too many times companies lower [...]
Professional buyers are just that — professional. They got there because of their ability to secure better deals. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Just because they’re doing their job well should not mean the salesperson should suddenly [...]
Sales negotiation skills include a wide number of things, but I contend the “3 Ts” can make a huge difference in any sales negotiation. Watch the video to understand better how to use them. The “3 Ts” are Time, Trust, and Tactics. If they’re used properly and in the right context, they can increase the [...]
During a training session on sales negotiation skills, I was asked this question — “Can you successfully negotiate with someone you don’t trust?” My response is yes, it is possible to negotiate with somebody you don’t trust. The trust during the negotiation is not the issue. It’s trusting the other party will do what has [...]
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