Ten Ways to Prepare for a Tough Negotiation

Ten Ways to Prepare for a Tough Negotiation

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party...
What about the Buyer’s Process?

What about the Buyer’s Process?

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales...
You Only Get One Chance to Make a First Impression

You Only Get One Chance to Make a First Impression

Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance...

The DIY Cure for Call Reluctance

When prospecting, sometimes the idea of making even one more cold call ranks below a root canal. We’ve all been there. But being there and staying there are two different things. It’s important in sales to shake off those feelings and get back in the game. When...