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No Apologies Required!
When I hear things like – I apologize, or is this a good time to speak, or sorry for bugging you,…it makes me cringe. Selling and negotiating is like poker and your language, your tone, your attitude...
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Remember, you are the expert, so act like you are!
I often hear salespeople and account managers lack a sense of authority and that sends an unwanted message. Remember, when you are in a selling situation or you have a client, they are looking for you...
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Sharpen your pencil!
How many of us have heard this as we are heading to the last steps of closure? One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously….”I’m...
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If you take it away…..
…many times, they want it more. Had a prospect in limbo forever and finally got off the fence when I conveyed that I will have to take our offer off the table if there is no response by Friday. Voila,...
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Dig your heels in…
….if you don’t, I guarantee that you will be pulled around by the buyer. Buyers are like dogs. I remember when I was a kid and used to walk by a neighbor’s house where there resided an oversized...
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“The price is too high”
I love these words, because I know I have a fish on the hook and now it’s time to do my job. The “job” is to establish value and once this happens the price objection goes away, fast…so get to work and...
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It’s just a game…
Sales – a game for grown-ups! We had someone opt-out of a contract today because they wanted to renegotiate the terms of the deal. Now, this can be a frightening event unless you are in a better...
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The Four Deadly Mistakes That Turn Your Valuable Product into a Commodity
Saw this course description from Richard P. Farrell and think it hits the nail on the head so wanted to share this: Prospects will do whatever it takes to commoditize your product. Here’s how...
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Negotiating, some pointers…
Since it’s the last day of the month, thought I would share h/t @Jonathan Farrington The 40 Most Common Mistakes Made By Negotiators Published by Jonathan Farrington I have needed to negotiate several...
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Sellers beware…
of Buyers! I talked about this in an earlier post but we live in a world of information overload and therefore a more efficient marketplace. Whether you like it or not, you will have competition and...
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