Blog

Negotiating is a critical sales skill and one that takes constant practice to develop and refine. Here’s an under-utilized sales negotiating technique that can help you resist discount demands and requests for other concessions.

September is the time to get back to routine, back to business and back to school. What I love about this time of the year, is that it gives you the chance to develop new habits or routines. It’s the opportunity for a fresh start, almost like starting the New Year.

When you’re selling to senior business leaders—or anyone for that matter—they all have questions running through their head. Unfortunately, if your approach to selling is based primarily on talking about your product or service, you are not likely addressing these questions because very few of them are about your solution.

During the “Cracking the Buyers Code” webinar that was conducted on June 19, the panelist of corporate decision makers and buyers shared some revealing insights for sellers.

A few weeks ago I was meeting with a friend (Terry) who is an executive in a mid-size company and we ended up talking about sales people. At one point I said, “As a sales person, it’s really tough to connect with people like you. Don’t you ever answer your phone?”

I recently received a call from an old supplier, who was obviously not prepared for the call. I started wondering, how many salespeople prospect old clients, without taking 5 minutes to prepare and risk losing an existing customer?