by chris | Sep 9, 2014 | Profit Maximizing Price, Sales Process, Sales Prospecting
You know the price you need to get, but you’re afraid the prospective buyer is going to reject it as being too high. You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Here are the specific steps you...
by chris | Jul 11, 2014 | Sales Process
Too many salespeople find themselves dreading having to negotiate. Reason is simple: They dread it because they don’t feel they’re any good at it. Truth be told, they’re right! They’re not good at it, because they’ve done zero to prepare themselves to negotiate a...
by chris | Jan 29, 2014 | Sales Process
We’ve all blown it at one time or another. We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the...
by chris | Oct 6, 2012 | Profit Maximizing Price, Sales Process
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...
by chris | Aug 9, 2012 | Profit Maximizing Price, Sales Process
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 —...
