5 Ways to Prevent Buyer Brinkmanship – “ABN” Always Be Negotiating©

At the 11th hour, the customer throws us a big curve. We invest months and years developing new business opportunities. We brainstorm with our clients to create valuable insights for them. We research their market conditions, customers, competition and their business plans. We help model ideal outcomes for them and mitigate their risk. We spend our company’s valuable resources only to find our … [Read more...]

Are You Having Trouble Sales Hunting?

John Hart remains one of my favorite cartoonists and this one tickled me to write a very short post to help you hunt better with a simple sales skill. Do you know who your best and worst customers are? Has your company defined customer personas and have you defined your own personas? We all perform well, and poorly, with different customer types. Early in my career, I recognized that I … [Read more...]

And the Sale Drags On, La-De-Da-De-Dee

You want to close that sale. The customer wants you to throw something in to seal the deal. You have authority to do so. “Sure,” you say, “Do we have a deal?” you ask. “Hold on. Not so fast.” And the sale drags on. Listen to this oldie I was reminded of as you read. … [Read more...]

Stop Selling & Start Succeeding

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

The Nuclear Bomb of Sales Responses

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]