by chris | May 2, 2015 | Sales Process
Do you know the best way to negotiate? By not doing it at all! That’s true! It is better to go into any sale with the resolve that you will not rely on negotiating, but instead will commit to demonstrating value. Have a “no...
by chris | Mar 25, 2015 | Sales Process
1. Use silence with confidence. Few things communicate confidence better than the ability to use silence. Here are a couple of ways: First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question...
by chris | Mar 11, 2015 | Sales Process
Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson....
by chris | Mar 6, 2015 | Sales Process
This question came up over lunch after speaking at a conference on negotiating. Many of the people in the audience were uncomfortable with the whole sales process and, in particular, having to negotiate. The fears expressed by several over lunch were clearly real...
by chris | Oct 1, 2014 | Sales Process
1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language. If you...
