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...]

ABN: Always Be Negotiating© – #Sales Tip

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...]

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...]

What do You Want, “Likes,” Followers and Connections or Paying Customers?

Are you collecting followers or developing mutually beneficial business relationships that convert into results for your customers and revenue for your company? Let’s face it, you don’t want countless followers. Who can manage all of that anyway? What you really want are gaggles of happy, paying loyal customers. Have you analyzed how many customers you need to achieve your revenue … [Read more...]

How would you like to read your client’s minds?

There were times with clients when I felt like a mind reader, clairvoyant moments when I wondered if I was actually reading minds. Have you ever felt that way? Last night, I enjoyed my annual viewing of “The Third Man” with Orson Welles. I’m a classic black and white movie and film noir fan. Orson Welles was one of the greatest actors ever and a sales pro if there ever was one. He sold his … [Read more...]