Negotiations can be a dreaded and often high-stakes match with no clear winner. Use these four tips to guide your next negotiation and shift your mindset for a more positive collaboration. Negotiations are a heavily loaded psychological situation - expectations…
Early in my career, my sales manager called me into his office. On his desk was a spreadsheet that told the story of a curious pattern in my deal-making. He pointed out that I became a much better negotiator once…
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have. If you are trying…
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often is that their sales force cannot…