by chris | Oct 2, 2014 | Profit Maximizing Price, Sales Process
Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One...
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....
by chris | Sep 24, 2014 | Sales Process
Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate. Below are 12 quick...
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 | Sep 4, 2014 | Sales Process
How can you know the customer’s needs if you don’t spend time “selling” to them first? Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific...