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Latest "Sales negotiation skills" Posts

I was recently talking to a client about the desired outcomes he wanted from the program I was going to deliver to his sales team.  As we discussed potential sub-topics which I felt should be included in the content, he said “I don’t think we want to include that one – our people have heard […]

The debate continues.  Are strong leaders born or made?  My belief is, that while some of our talents are inherent, impressive leadership abilities are most often displayed by those who have learned  the skills needed to excel in that arena.  The skills are teachable and learnable, and the five attributes discussed below, I believe, are […]

I was recently talking to a client about the desired outcomes he wanted from the program I was going to deliver to his sales team.  As we discussed potential sub-topics which I felt should be included in the content, he said “I don’t think we want to include that one – our people have heard […]

Be A Power Listener! We don’t tend to think of listening as a Power Activity because in and of itself, it has historically been a reactionary behavior rather than a proactive one.  Now is the time to change that!  When you are conversing with a client, prospect, superior or even a family member, clarity of […]

The first issue with asking prospective clients questions is: Do YOU have the inclination to do so? Many people go right into a discussion of their capabilities or products, their company, etc. without enough “discovery” taking place. I like the adage that anyone who goes into a presentation without performing some needs-analysis first is NOT […]

“Your price is too high.” “Is that your best price?” “What kind of deal can you give me if I buy from you instead of XYZ Company?” These are among the most dreaded words a person in sales can hear. A typical response from an average salesperson may be: “Is there anything else that may […]

When you lose a sale, get over it fast. All salespeople experience it, but the pros move on to the next encounter with a positive attitude, realizing that they are statistically that much closer to getting a yes. Here are eight tips for effectively dealing with rejection with the minimum amount of mental anguish: