Does it surprise you when you learn that experienced professionals make mistakes? You would think that they would know better, but it happens. Sometimes people forget what they know. Here are some of the negotiating mistakes I’ve seen experienced sales professionals make. Be sure you aren’t making the same mistakes when you negotiate when you sell. Negotiating Mistake #1. … [Read more...]
Be a Better Negotiator
All too often sales professionals could have created better agreements. How? They forget about improving their negotiation skills and becoming a better negotiator. Come prepared. You are horribly misguide if you think your negotiating partner will be coming to the negotiation ready to give you what you want. This is business, not charity. Prepare by thoroughly investigating … [Read more...]
New Year’s Sales Resolutions
Forget the resolutions for less food and more exercise. You can always make them later. How about some resolutions to help you sell that are free of calories and require no gym visits? You’ll be more motivated to keep them and they’ll be good for business. 1. I’ll think more this year. Have you ever noticed that action is more valued in selling than thinking about the action? … [Read more...]
Where do you negotiate?
Do you think about where you're going to negotiate your sale as part of your sales strategy? You should. A recent article in Money magazine cited some interesting findings. People act differently on their own turf. They're more assertive and less willing to make concessions. Is that what you want in your next sale? Try to get the "home field advantage" and negotiate in your … [Read more...]