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...]

My Best Closing Tactic

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to buy, which was why he was pushing so hard. It got tense. You know the type of tense … [Read more...]

Timing is Everything – Sales Strategy

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of my sales career. What I learned about timing at 21, I later taught our children. They learned to wait until I was comfortable. … [Read more...]

How I Closed the Biggest Deal of My Life

27 years ago today, after a long, complex sales cycle, I closed the biggest, most important deal of my life. When the deal was negotiated, the buyer chose to make the acquisition. I never asked for the order; not once. … [Read more...]

The Lever that Removes Price from Negotiations

You have done a superlative job qualifying, establishing value and ROI, and have the customer’s agreement to both. Now price is the issue? You have invested time, effort, expense, and you’re frustrated, disappointed, and appropriately ticked off. Don’t show your pain. Grin and bear it, because you’re at the beginning of the negotiations, not the end. When the buyer argues price, what they’re … [Read more...]