by chris | Apr 16, 2015 | Sales Process
Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. I agree things have...
by chris | Mar 25, 2015 | Sales Process
1. Use silence with confidence. Few things communicate confidence better than the ability to use silence. First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question and remain silent. Yes, it...
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 11, 2015 | Sales Process
Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson....
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...