The Sales Blog
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now equal when it comes to … [Read more...]
You think you need your power sponsor to agree that you are the best person to add to their management team, that your solution is best, and that they should move forward with you. Not so fast! What about the rest of the organization that is going to be impacted by a decision to … [Read more...]
“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if … [Read more...]
One of the things that makes it difficult to win back a client you lost through no fault of your own is that it can be embarrassing to bring you back. No Fault of Your Own Sometimes your clients buy the lie that they can get better performance at a lower price. Sometimes … [Read more...]
I learned a lot about negotiation at Harvard Business School. I took classes from Max Bazerman (for my money, the best in the business) and John S. Hammond (no slouch either, one single insight he gave me has paid dividends for decades). We did a lot of work on taking some of … [Read more...]
Leaving A Trail of Negativity Behind You