by chris | Mar 18, 2015 | Sales Process
“Are there times I should not negotiate?” This is a question I get asked far more frequently than I would expect, so it’s time to share what I tell individual salespeople when they ask me this. Yes, there are times you should not negotiate, but typically...
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 | Nov 7, 2014 | Sales Process
Negotiating with someone doesn’t have to create fear and trepidation in your mind. There is zero reason to go into a negotiation feeling that way unless you are committing the number one sin when it comes to negotiating. Here it is… the #1 reason people can’t...
by chris | Oct 31, 2014 | Sales Process
I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the...
by chris | Oct 9, 2014 | Profit Maximizing Price, Sales Process
It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. And this means having had our solution rejected at least two times. ...
