While these are admittedly challenging times for many, I still see a lot of sales being made among the companies we are working with. The biggest difference in selling today is the amount of time it takes for sales to close, especially compared to the last few years. But some sellers aren’t feeling any pain – their
The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on. Step 1: Get into the right
Seth Godin asks, “What makes it likely that more than a few rational people will consider their options and choose you or your company or your organization?” Good post on getting this concept of “why choose you” right. I can’t tell you how many salespeople I run into who think all of their general benefits
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