Tag: negotiation

Every deal needs to create value for both the client and your company. There is no reason to trade value without capturing an appropriate portion of the value you create. You need the investment to allow you to invest the time and resources in…

Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection.

Your price is higher than your competitors.

Translation: I don’t perceive the value and you…

Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing.

1. Do you have dream client targets?
2. Do you have a plan to engage…

Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion.

The

Your dream client has expressed their wishes. They’ve told you what they want to do, and it decreases the odds of your winning. The challenge is that by allowing them to control the process you massively increase the odds of losing the…

Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is negotiating or closing (these problems are relatively easy to solve compared to their root causes).

Let’s look at both…

There isn't one right answer. There are many paths that lead from target to close (or any other outcome you are seeking).

If your client is already dissatisfied one path might be to help them better understand their needs. But maybe when you find…

There is a difference between negotiating and defending your price. What they have in common is that there is a potential obstacle that needs to be dealt with. Negotiating is one way to think about that obstacle. But it shouldn't be the first…

Countless.

That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that their salespeople need negotiating training And who couldn’t benefit from more training in negotiation (especially in this

If price isn't your business model, if it's not your value proposition, then you're not competing on price. If you have trouble with price it means you have to sharpen your value creation, not your pencil.

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