by chris | May 31, 2014 | Sales Process
I’m partnering with Salesforce to bring you a free webinar on High-Profit Negotiating. When I talk with salespeople around the world, they want to know the secrets to negotiating that will protect their profits, yet help them secure more sales. I believe...
by chris | Apr 30, 2014 | Sales Process
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...
by chris | Mar 26, 2014 | Sales Process
There is no need to dread negotiating. If you do dread it, then chances are you’re not going to succeed. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Be prepared to walk away. Have 100% confidence you can and...
by chris | Mar 25, 2014 | Sales Process, Sales Prospecting
Do you know what you’ll be doing less of if you become better at prospecting? Negotiating. You’ll be doing a lot less negotiating. I imagine that is music to your ears, because who of us really likes negotiating? Most salespeople I meet really don’t...
by chris | Feb 1, 2014 | Sales Process
Your customers will use time against you if you allow it. If you put an offer on the table and the customer is quiet, don’t let this silence and passage of time make you nervous. Do you make the negotiation mistake of jumping in to fill the silence and start...
