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...]
ABN: Always Be Negotiating© – #Sales Tip
October 18, 2013 by Leave a Comment
When does negotiating begin? Does it start at the end of the sale or earlier in the opportunity? Like most of you, I was trained that negotiations happen at the end of the sale, just before the close. Contrary to this axiom, I always believed negotiations begin at the beginning of the buying process. Is your prospect drawing you in? One morning 30-years ago, an inbound caller requested … [Read more...]
“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review
February 28, 2013 by 4 Comments
If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do you become a top performing salesperson or develop top performing salespeople? … [Read more...]
The Nuclear Bomb of Sales Responses
March 8, 2012 by 5 Comments
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...]
