So what’s the secret to conducting a successful negotiation? Is it taking enough time to plan? Is it picking the right place to hold the negotiations? Turns out that none of these are the right answer. Instead, if you want to be successful you need to do one simple thing: plan for everything to go wrong.
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Remember: “Negotiation” Spelled Backwards Is “Change”
Apr 04,2012 1 comments |
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Take Time Out To Get Ahead
Feb 03,2012 1 comments I remember the first time I ran a half marathon, I took off from the start line and ran, no pre-run strategy, no game plan, I just took off, and at about the 16 KM mark, I ran out gas and dragged myself to the finish line. While I still had a respectable finish for a 50 year old former smoker, I also knew there had to be a better way. [click to read more]
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Why a Shorter Sales Cycle?
Oct 14,2011 1 comments When you ask most people involved in sales, be they front line, leaders, experts, and pundits, one of the top three things on their “wish list” is a shorter sales cycle. [click to read more]
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Guesses and Assumptions Lose Sales
Oct 10,2011 0 comments
Recently I was working with a sales team to help them sharpen up a value proposition. [click to read more]
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Selling more in the Down Market
Sep 16,2011 1 comments If we are to believe everything on the TV, radio and paper, Chicken Little would be having a field day! Click to read more... |
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Five Questions Salespeople Need to Ask, but Rarely Do
Sep 12,2011 8 comments Salespeople won’t always get the call back, get the appointment, get to meet the decision maker, or get the order. Click to read more... |
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Sales Forecasting – The Sales Manager’s Nightmare
Aug 29,2011 6 comments Throughout my career, one of the most dreaded activities was sales forecasting. Click to read more... |
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Practice Golden Rule Selling
Aug 10,2011 2 comments To improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to...Click to read more... |
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Some Home Truths, Relationships Are Built On Value
Aug 08,2011 2 comments The fact is that although many salespeople still sell the way they did five or ten years ago, the buyers... Click to read more... |
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Factors of Risk in Selling
Jul 27,2011 3 comments The critical factor in selling today is risk. Because of the continuous change, rapid obsolescence, and an uncertain economy, the risk of buying the wrong product...Click to read more... |
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Sales Words and Phrases To Avoid
Jul 15,2011 2 comments Well known psychologists suggest that human communication consists of 93% body language and paralinguistic cues...Click to read more... |
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Winning Sales Strategies in Economic Downturns
Jul 11,2011 4 comments As world economies slip into recession, B-2-B sales forces face unprecedented pressures...Click to read more... |
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Principles Of Success In Sales
Jul 06,2011 2 comments As salespeople, we’re always looking for the magic pill, the holy grail that will ensure our success in sales...Click to read more... |
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Sales Linguistics: The 7 Languages C-Level Executives Speak
Jun 22,2011 0 comments Traditional sales psychology based upon the assessment of the customer’s personality traits is obsolete. Click to read more... |
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What Do You Think?
May 04,2011 1 comments Is it important for a salesperson to position themselves as “personal brand”? |
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4 Questions to Ask at the End of the Quarter
May 02,2011 0 comments So, we’re at the end of the first quarter of the year…hasn’t it just flown by? I trust things have been good for you, and you’re enjoying your selling? Click to read more... |
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What Do You Think?
Apr 27,2011 2 comments What tools/techniques are you using to promote you, your company and your products online? |
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Using Social Media to Enhance Your Sales Process
Apr 26,2011 2 comments Using technology to collaborate with your prospects and customers respects their valuable time - while also making the most of yours.
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3 Ways To Wake Up From a Sales Slump
Apr 22,2011 2 comments No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world...Click to read more... |
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Closing Skills: Make the Jump!
Apr 20,2011 3 comments Sales closing has something in common with skydiving. In both activities, there is a lot of preparation required...
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