by chris | Jun 19, 2015 | Profit Maximizing Price, Sales Process, Sales Prospecting
This is tip #10 in my list of must haves for successful negotiations: Know the right way to leverage emotions! First of all, never allow your emotions to enter into the process. However, don’t hesitate to leverage the other person’s emotions right at the point...
by chris | Jun 16, 2015 | Sales Process
As we look at the negotiating skills you must know, we come to #9 in my list. You can see the other tips at this page. #9: Use time as a tool to demonstrate your willingness to wait or to demand they accept your offer. Either way, know your strategy in advance...
by chris | May 26, 2015 | Profit Maximizing Price, Sales Process
We’ve arrived at tip #8 in my list of things you must do when negotiating. For the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back...
by chris | May 23, 2015 | Profit Maximizing Price, Sales Process
Most salespeople are familiar with using two options to close a sale. Sadly, many do it the wrong way. The tendency is to offer two dramatically different options, but a better approach is to offer two options that are only slightly different. This...
by chris | May 21, 2015 | Sales Process
We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the...
