Notice it says sell first and negotiate second. It does not say negotiate first and then try to sell. It’s important that you don’t forget which one comes first! Let me share a paragraph from my new book, A Mind for Sales: One of the great misconceptions people have...
Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Yes, the challenge is to be able to identify these people, and that’s what I’m providing you with here. Not...
What you must know? That you can do it!! Salespeople are afraid to walk away from any deal no matter how small or how little profit there might be in the deal. On the one hand, that’s good because in sales we’re taught to stay in the game. But on the other...
Too many negotiations wind up being one-sided, because the salesperson offers up something to the other party, thinking if they’re nice then the other person will be nice and offer something in return. Sorry, this isn’t the case in the vast majority of...
You find yourself suddenly in a sales negotiation and the only thing you know to do is to let the other person go first. Let me shoot that strategy down by saying you should open first as the salesperson, and you should do it with a huge out-of-this-world opening...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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