The Science of Basic Selling Skills

Bernadette McClelland

And the basics of selling are….? Whilst these are skills that every salesperson must have and is typically the focus traditional sales training provides, I don’t believe they are the basics , nor do I believe they are the focus for the future sales professional that business wants and needs.

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

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.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

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.

Sales Negotiations: Do You Use Silence to Your Advantage?

The Sales Hunter

I’ve reached number 11 in my list of must-have strategies for successful negotiating. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiating negotiations sales negotiations

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 […].

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.

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?

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. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. 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

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

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.

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 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! Already we have covered: Sell First. 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 negotiation

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?

#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

Five Sales Negotiation Tactics to Use with Procurement

Sales Readiness Group

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement. Selling Skills

Negotiation Tips: Do You Know Their Needs?

The Sales Hunter

I have covered a few different tips that are essential to negotiating well. So far, we have looked at Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation skills sales negotiation

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 […].

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

Are You Using Time to Your Advantage in Negotiating?

The Sales Hunter

As we look at the negotiating skills you must know, we come to #9 in my list. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiationYou can see the previous 8 tips at this page. #9: 9: Use time as a tool to demonstrate your willingness to wait or to demand they accept your offer. Either way, know your strategy in advance as […].

Silver Bullets of Negotiating! And a Free Webinar!

The Sales Hunter

Ready for a few quick silver bullet tips to ensure you’re successful when you have to negotiate? I recently did a 40-minute webinar for Salesforce, and you can access that webinar at this link: High-Profit Negotiating: Tips for Success.

Negotiation Tips: You Must Have a Walk-Away Point!

The Sales Hunter

We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation

Only Negotiate After They’ve Rejected Your Offer Twice

The Sales Hunter

How can you know the customer’s needs if you don’t spend time “selling” to them first? 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

When it Comes to Negotiating, Do You Know Their Value of Money?

The Sales Hunter

There’s no sense in negotiating with someone who is not in the same ballpark as you. Negotiation Tips You Must Know. We’ve already covered Sell First, Negotiate Second; Only Negotiate After They’ve Rejected Your Offer Twice; Make Sure You Are Dealing with the Decision Maker; Know […]. Blog Negotiation Professional Selling Skills negotiating negotiation negotiation tips sales negotiation

VIDEO SALES TIP: Is This Negotiation Mistake Destroying Your Sales?

The Sales Hunter

Do you make the negotiation mistake of jumping in to fill the silence and start making concessions that kill profit? Instead, learn key skills to actually use time to your advantage. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

VIDEO SALES TIP: The Best Way to Negotiate? Try this…

The Sales Hunter

Do you know the best way to negotiate? It is better to go into any sale with the resolve that you will not rely on negotiating, but instead will commit to demonstrating value. Have a “no negotiating” strategy with all of your customers. Blog Breakthrough Sales University Negotiation Professional Selling Skills breakthrough sales university negotiate negotiating sales negotiation video sales tip

“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.

VIDEO SALES TIP: Mastering Sales Negotiation with the Three Ts

The Sales Hunter

Want to succeed in sales negotiation? Too many salespeople go into sales negotiations where they are short on time and short on trust, so the salesperson resorts to tactics. Blog Negotiation Professional Selling Skills negotiating negotiaton sales negotiating sales negotiation

6 Sales Negotiation Secrets of Professional Buyers

The Sales Hunter

Professional buyers are just that because they know how to negotiate. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit.

VIDEO SALES TIP: Boost Your Negotiation Skills with the 3 Ts!

The Sales Hunter

Sales negotiation skills include a wide number of things, but I contend the “3 Ts” can make a huge difference in any sales negotiation. That right there can be a boost to your sales negotiating skills.

Negotiating: Is It Necessary in a Sales Process?

The Sales Hunter

Do we have to negotiate to be successful in sales? This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. Think about this question for a bit before answering.

High-Profit Negotiating: The Webinar You Won’t Want to Miss

The Sales Hunter

I’m partnering with Salesforce to bring you a free webinar on High-Profit Negotiating. When I talk with salespeople around the world, they want to know the secrets to negotiating that will protect their profits, yet help them secure more sales. Blog Negotiation Professional Selling Skills Sales Training free webinar negotiating negotiation sales motivation sales negotiation sales training salesforce webinar

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Selling a Price Increase. Negotiation. Communication Skills. Negotiating Doesn’t Have to Mean Sacrificing Profit. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. I refer to these as selling skills, not a sales process.

Is Negotiating Killing Your Profit?

The Sales Hunter

Negotiating is one of the best ways to close the sale, right? Too many salespeople are negotiating when they really should be selling. And let me tell you — negotiating is NOT the way. Okay, now back to this issue of negotiating and how it is killing your profit.

5 Things Steve Balmer’s $2B Purchase of the Clippers Teaches Us About Negotiating

The Sales Hunter

With that said, here are 5 things such a purchase teaches us about sales negotiation. Blog Negotiation Professional Selling Skills los angeles clippers negotiating sales negotiation steve balmer $2 billion for a basketball team seems stupid to me. But that is what Steve Balmer, the ex-CEO of Microsoft, paid for the Los Angeles Clippers. Value is in the eyes of the buyer. It doesn’t matter what anyone […].

Negotiating is NOT Part of the Sales Prospecting Process

The Sales Hunter

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Sell first. Negotiate second.

Negotiating Tip: Don’t Discount Your Price. Increase Your Value.

The Sales Hunter

Blog Breakthrough Sales University pricing Professional Selling Skills discount discounting price value value addedWhy would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and, worse yet, you’ve established in the customer’s mind […].

Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great

MTD Sales Training

Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great. How to negotiate with ZOPA. The post Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great appeared first on MTD Sales Training. Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great Episode 7: Loads Bubbling Podcast This podcast includes: What is the value of ownership?

The Best Way to Improve Your Negotiation Skills | Sales Motivation.

The Sales Hunter

Selling a Price Increase. Negotiation. Communication Skills. Negotiating Doesn’t Have to Mean Sacrificing Profit. The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. high profit selling.