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When You Negotiate, Who Wins and Who Loses?

Negotiate Who wins who losesWe have all seen Law & Order and read books or watched movies that clearly show us that, when lawyers negotiate, someone wins and someone loses. I recently realized this when talking with a friend of mine who is a lawyer – clearly, we define “negotiate” differently. Then I asked myself, are sales people negotiating in terms of winners and losers? Or are they negotiating to the right outcome?

How Do You Define “Negotiate?”

First, I decided to get a reality check by looking up the official definition: (more…)

Are You Making These Mistakes in Your Sales Presentation?

sales presentationHave you ever met a salesperson that’s well, too “sales-y”! They mean well, but they’re message just doesn’t resonate.

What’s the mark of one of these old-fashioned types of salespeople?

They employ platitudes and overused expressions rather than applying solid psychological sales principles. Nothing is more off-putting to a client than an obvious script or tired technique. (more…)

Is There Cheese Down That Tunnel?

Cheese Down TunnelEven with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – direct mail, SEO, pay-per-click, and so on – as well as to attend networking events or trade shows. So how do you know which ones will get the job done for your company?

Identify what you really want. I worked with a company that routinely invested six figures into several trade shows over the course of a year. We sat down and talked about what they (more…)

Who Helped Me the Most in 2016? – Jill Konrath That’s Who!

Who helped meKeenan The Sales Guy, and author of Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You, put out a challenge to his followers to give genuine thanks to the person who helped them most in 2016.

You can read about it here.

It feels good to receive help and inspiration, but it feels even better to give thanks. So, thank you, Keenan, for reminding us that to be true to ourselves we must look outside ourselves. (more…)

How to Achieve Maximum Results When Coaching New Reps

Achieve maximum resultsEarly in my sales career, I did not have any sales training to speak of. You went out with your sales manager – that was training. My first sales manager was old-school, and I was truly appalled by what he considered to be best sales practices. But, later in my career, I was fortunate enough to get formal sales training. And it ultimately confirmed that many of the things my sales manager had taught me to do, very early in my career, were not best sales practices – by anyone’s definition. (more…)

Do You Sell Like You Tweet?

Sell Like You Tweet(Surprising Mistakes You May Be Making)

Bestselling author and speaker Scott Stratten took the stage at the National Speakers Association this year and stole the show. Best known for his bestselling books and his Twitter following of over 183,000 fans, Scott railed on the taboos of Twitter. I couldn’t help but draw parallels between tweeting mistakes and sales mistakes. (more…)

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