by Mark Hunter | Jan 21, 2014 | Profit Maximizing Price, Sales Process
You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. Here are 7 secrets you need to follow to ensure you get the price you want: 1. Deliver it with confidence. The worst thing you can do is...
by chris | Jun 25, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Keep arguing about the price being too high, even if it isn’t. 2....
by chris | Jun 4, 2013 | Sales Process
What you must know? That you can do it!! Salespeople are afraid to walk away from any deal no matter how small or how little profit there might be in the deal. On the one hand, that’s good because in sales we’re taught to stay in the game. But on the other...
by chris | Feb 9, 2013 | Profit Maximizing Price
You’ve had customers push back on your price, right? What did you do? Did you immediately negotiate? Did you lower your price? Or did you ignore their first objection? My suggestion is that you don’t even acknowledge their first objection. That’s...
by chris | Jan 19, 2013 | Sales Process
Want to succeed in sales negotiation? You need to understand the role of Time, Trust and Tactics. Too many salespeople go into sales negotiations where they are short on time and short on trust, so the salesperson resorts to tactics. Not surprisingly, the buyer often...
