by chris | Aug 29, 2014 | Sales Process
Do you know that the most important step of negotiating actually has nothing to do with negotiating. What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s...
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 | Jun 20, 2014 | Sales Process
Ready for a few quick silver bullet tips to ensure you’re successful when you have to negotiate? I recently did a 40-minute webinar for Salesforce, and you can access that webinar at this link: High-Profit Negotiating: Tips for Success. Below are a couple of the...
by chris | Jun 12, 2014 | Sales Process
Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link. Here are a couple of the things I shared: First, the level of confidence you have...
by chris | Jun 5, 2014 | Sales Process
$2 billion for a basketball team seems stupid to me. But that is what Steve Ballmer, the ex-CEO of Microsoft, paid for the Los Angeles Clippers. With that said, here are 5 things such a purchase teaches us about sales negotiation. 1. Value is in the eyes of the buyer....
