When the Sales Negotiation Really Begins
Preparation is important, but it’s not everything. You also need to understand how to work effectively during the heat of the moment when you are confronted with a skilled negotiator. Specifically, you should understand the guidelines for effective negotiations and conduct your activities in accordance with them—listening for your customer’s… Read More
Take Advantage of Sticker Shock when Selling
An executive I know told me recently that a new vice president of sales had joined his firm the previous summer and launched a process to hire a new sales training firm. The SVP’s preference was for a company he had experience working with. He and the decision-making team evaluated… Read More
Why so many of your telephone prospecting calls fall on deaf ears
Most salespeople include in their approach call a “benefit statement,” which is two or three generic customer benefits that attempt to create interest so the prospect agrees to an initial appointment. But the vast majority of prospects you call are either in the Change or Discontent steps when you call… Read More
