Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Dave Kurlan Consultative Selling close more sales negotiating objective management group selling value Richardson OMG AssessmentImage Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish.

Sales negotiation – 4 table stakes

Sales Training Connection

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. Recently we were struck by a column in the business section of our local newspaper sharing 4 “must haves” when negotiating deals. planning a negotiation strategy.

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7 Keys to Successful Negotiating

The Sales Hunter

There is no need to dread negotiating. Here is my list on 7 key things you can start doing right now to improve your negotiating skills: 1. Blog Closing a Sale Negotiation Professional Selling Skills negotiating negotiation sales negotiation

Major Account Negotiating – free ebook from Sales Momentum

Sales Training Connection

Mastering Major Account Negotiating , a new free ebook, explores the skills and techniques top B2B sales performers use when negotiating in major account sales. That’s why we wrote Mastering Major Account Negotiating. planning a negotiation strategy.

10 Steps to a Successful Negotiation

The Sales Hunter

Below is my quick checklist you or anyone else can use to negotiate successfully. Blog Negotiation Professional Selling Skills negotiation sales negotiation I’ve shared this same list with thousands of salespeople over the years. Does it work?

12 Tips on How to Negotiate Successfully

The Sales Hunter

Many salespeople struggle with knowing how to negotiate successfully. It’s not only a problem for salespeople, but really for everyone because at one time or another, everyone finds themselves in a situation where they’re having to negotiate.

6 Negotiating Tips for the Person Who Doesn’t Like to Negotiate

The Sales Hunter

Blog Breakthrough Sales University Negotiation Professional Selling Skills negotiate negotiation sales negotiation Use silence with confidence. Few things communicate confidence better than the ability to use silence. Here are a couple of ways: First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question and remain silent. Yes, it can seem awkward, but […].

4 Things You Must Know BEFORE You Negotiate

The Sales Hunter

Too many salespeople find themselves dreading having to negotiate. They’re not good at it, because they’ve done zero to prepare themselves to negotiate a successful outcome. Blog Negotiation Professional Selling Skills negotiate negotiating negotiation sales negotiation

When Should I Negotiate?

The Sales Hunter

It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process.

5 Types of People You Should NEVER Negotiate With

The Sales Hunter

Just because somebody wants to negotiate a deal with you doesn’t mean you should. Too much time is wasted negotiating with people you shouldn’t negotiate with. Blog Negotiation negotiating negotiating skills negotiation

Quit Negotiating and Start Selling

The Sales Hunter

Lately I’ve had a number of discussions with salespeople about how they’re finding themselves having to negotiate on nearly every deal. Every one of them has said negotiating has become a fact of life because things are so competitive. Professional Selling Skills breakthrough sales university negotiating negotiation sales skills selling selling process

Negotiation: Tactics, Tricks and Threats

Jonathan Farrington

Most successful negotiators recognize that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. In negotiation, this is a matter of personal choice.

Successful Negotiating? Start With This Step FIRST…

The Sales Hunter

Do you know that the most important step of negotiating actually has nothing to do with negotiating. Negotiate Second. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation skills sales sales negotiation

When Negotiating, Never Put Anything in Writing Until…

The Sales Hunter

In sales negotiations, you should never put anything in writing until everything is agreed upon. This is number 12 in my list of must-have strategies for successful negotiating. Too many negotiations wind up being a series of re-negotiations, all because too much […]. Blog Breakthrough Sales University Closing a Sale Negotiation breakthrough sales university closes closing closing techniques negotiating negotiation sales negotiations

Selling vs. Negotiating: Do You Know the Difference?

The Sales Hunter

It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. Blog Negotiation discount discounting negotiating negotiation sales negotiation selling

6 Negotiating Mistakes: Are You Making Them?

The Sales Hunter

We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes?

Sales negotiations – trust is imperative!

Sales Training Connection

Sales negotiations and trust. However, it can sometimes be tough to maintain if a difficult negotiation is taking place. . To build and sustain trust in a negotiation, follow the Reciprocity Rule. Most negotiations involve multiple issues.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. This is particularly true in major accounts where the negotiation is complex and there is more to lose and more to gain.

5 Ways to Improve Your Negotiating Skills

The Sales Hunter

Improve your negotiating skills immediately by doing the following: Close Your Sale by Giving the Customer 3 Options Many times customers only want to negotiate out of a desire to feel in control and to feel they are able to get something extra from the salesperson. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiate negotiation negotiation skills negotiation strategies sales negotiation

Negotiations: Your Confidence Level Determines Your Success Level

The Sales Hunter

I’ve reached the last tip in my list of must-have negotiation skills. The level of confidence you have going into the negotiation will determine the level of success you have coming out. Before you enter into any negotiation, take the time to sell first and […].

6 Secrets to ROCK Your Next Negotiation!

The Sales Hunter

Want to know the secrets the “best of the best” use when they negotiate a deal? For the last 10+ years, I’ve been questioning the best sales leaders to uncover what makes them so successful in negotiations.

Sales negotiations – 4 strategies for handling conflict

Sales Training Connection

Sales negotiations. No matter how skillful you are at sales negotiating , conflicts will a rise. Here are four strategies for handling conflict in a sales negotiation : First do no harm. This fundamental principle of good selling applies equally well to good negotiations.

How To Structure a Successful Negotiation

Jonathan Farrington

Successful negotiators always have a well-thought-out strategy before even entering into the negotiation. They are well prepared, self-confident, and structure the negotiation so that they remain in control of the negotiating process.

#1 Reason People Can’t Negotiate

The Sales Hunter

Negotiating with someone doesn’t have to create fear and trepidation in your mind. There is zero reason to go into a negotiation feeling that way unless you are committing the number one sin when it comes to negotiating. Here it is… the #1 reason people can’t negotiate: They lack confidence because they don’t have […]. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation

Guest Post: WIN-WIN NEGOTIATING

Jonathan Farrington

. The two ends of the negotiating spectrum are “win?win” ” Win-Lose negotiators see the participants as adversaries. The win-lose negotiator’s goal is to win. ” It’s hardball negotiating. . Negotiate the points of difference.

Only Negotiate After They’ve Rejected Your Offer Twice

The Sales Hunter

Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific criteria on it. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation How can you know the customer’s needs if you don’t spend time “selling” to them first?

“Are There Times I Should Not Negotiate?” 7 Things You Need to Know!

The Sales Hunter

“Are there times I should not negotiate?” Yes, there are times you should not negotiate, but typically it’s not due to what people expect. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiating negotiation ” This is a question I get asked far more frequently than I would expect, so it’s time to share what I tell individual salespeople when they ask me this.

The 40 Most Common Mistakes Negotiators Make

Jonathan Farrington

I have needed to negotiate several times this week; nothing unusual about that, but it got me thinking about why so many sales professionals do not have this most basic and essential skill; why so many leave so much money on the table; why margin is not defended resolutely enough?

Negotiation Tips: Know Their Timeline for Making a Decision

The Sales Hunter

We are on a roll looking at the critical things you need for a negotiation to go well! Negotiate Second Only Negotiate After They’ve Rejected Your Offer Twice Make Sure You Are Dealing with the Decision Maker Know their Needs! Blog Negotiation Professional Selling Skills negotiating negotiation negotiation tips sales negotiationAlready we have covered: Sell First.

Seven Negotiating Mistakes That Hurt Your Sales

The Sales Heretic

Negotiation is an essential element of most sales efforts. Yet too many salespeople, professionals, and business owners lack the skills to negotiate successfully. If you’re not good at negotiating, it can cost you both sales and profits.

Negotiating Tips: Are You Dealing with the Decision Maker?

The Sales Hunter

I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Negotiating with someone other than the decision maker never works.

Let’s Clear Up the Confusion Between Selling and Negotiating

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking: Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum. Yet the negotiation should only begin when there is a genuine commitment from the buyer and seller towards a conditional sale. General Facebook HubSpot Negotiation Negotiation Skills

Seeking a Question to Boost Your Negotiations and Sales Results?

Increase Sales

Wouldn’t it be nice if there was just one question that could boost your negotiations and sales results? at LinkedIn was creating a plethora of private messages from women seeking a negotiation specialist.

Negotiation: It’s Not Over Until It’s Over …

Jonathan Farrington

I understand and appreciate that many frontline sales professionals – and senior executives too, for that matter – are not comfortable negotiating. The closing stages of any negotiation are vital to the overall success of the final deal.

High-Profit Negotiating: Tips for Success

The Sales Hunter

Ready for a few quick tips to ensure you’re successful when you negotiate? I recently did a 40-minute high-profit negotiating webinar for Salesforce which you can view now at this link.

So, You Want To Be A Great Negotiator?

Jonathan Farrington

People, who are successful negotiators, always have a well thought out strategy before entering into the negotiation; are well prepared; self-confident and structure the negotiation, so that they remain in control of the negotiating process.

Negotiation – Always Start With The End In Mind

Jonathan Farrington

The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum.

Negotiation Tips: Never Ask. Only Tell.

The Sales Hunter

We’ve arrived at tip #8 in my list of things you must do when negotiating. Blog Negotiation negotiating negotiation sales negotiationFor the other essential tips, go to this page. When we ask, we’re saying we’re not sure of ourselves and we’re open for options. Doing this invites the other person to come back with a lower option. Be firm […].

When Does Negotiating Move From Being Ethical to Deceitful?

The Sales Hunter

This question came up over lunch after speaking at a conference on negotiating. Many of the people in the audience were uncomfortable with the whole sales process and, in particular, having to negotiate. They were confused as how negotiating over anything could […]. Blog Negotiation Professional Selling Skills integrity negotiate negotiating negotiation pricing integrity sales negotiation

A Few Things You Need to Understand About Negotiation

Jonathan Farrington

A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet can still be hard on the issues. What’s your intention behind (negotiating point)? That’s why a walk can work wonders during tough negotiations.