[email protected]

Sales training and sales consulting to increase sales.

Call For A Sales Consultation

972-380-0200
  • About
    • What We Do to Increase Sales
    • Sales Philosophy on Hiring Salespeople
    • Clients
    • Customer Comments
    • In the Media
    • Contact Us
  • Speaking and Training
    • Sales Coaching for Performance Improvement
    • Professional Speaking
    • Sales Training
    • Sales Consultant for Business Development & Increase Sales
  • Sales Products
    • Books
    • Audio CDs
    • Webinars
    • E-Books
    • Manuals
    • Booklets
    • Merchandise
  • Free Resources
    • Videos
    • The Selling Newsletter
    • What is your Selling Issue?
    • Recommended Reading
    • Free Reprint Articles
    • White Papers
    • Sales Pro
  • Upcoming Programs
  • Membership
You are here: Home / Blog / Negotiating / Where do you negotiate?

Where do you negotiate?

August 14, 2013 By maurasf

Meeting strategy
Where do you choose to sell?

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 office. If you can’t get that advantage, another option is to arrive first in a meeting and spread your papers out. On a conference call, you would arrive first. The study found that buyers paid less for a coffee contract when they negotiated on familiar turf.

Use that finding to your selling advantage!

Tweet
PinIt

Filed Under: Negotiating, Sales Strategy Tagged With: negotiating, Sales, Selling Strategy

THE SELLING E-LETTER® SIGN UP

Social media

  • LinkedIn
  • Twitter

Selling Tips

*What was your last “mistake?” Did you make it before? There’s nothing wrong with making mistakes in sales provided you are making different mistakes. (You are learning from them!)

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

Recent Posts

  • Sales Is Not Fair
  • Less Stress Selling:  What You Can Do to Reduce Sales Stress
  • Segment Your Prospects and Customers. Are Your Largest Prospects and Customers the Most Important?
  • Women In Sales: Beware Mansplaining and other gender stereotypes!
  • Sell In A Recession

Search

Copyright © 2023 · [email protected]