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The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I [...]
First, let’s clear up one thing: We sell first and negotiate second. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. It also allows us to [...]
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. [...]
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