Blog

So there you are getting beaten up on pricing and/or terms by a prospect who’s getting emotional. By “emotional” I don’t mean someone going psycho or being abusive; I mean someone who’s getting a bit animated, perhaps raising their voice slightly etc. And while one might be wise to heed the words of Michael Corleone … continue reading »

We spend an awful lot of time in sales talking about what to do AFTER something occurs instead of; The preventative medicine! This happens, a lot, with negotiation, in that; There are lots of things we should be doing on THE Front End to either; Reduce the probability of having to negotiate or; At least … continue reading »

I put the question of what to say when someone asks you to lower your price out to my Sales Playbook Group on LinkedIn. Some fantastic thoughts followed! Thought I’d share them with you here and if by chance you’d like to know how I handle that situation, please click HERE. David King With assurance and … continue reading »

For many years I thought coaches were displaced business folk who needed to pay the bills and then; Had a revelation that ended with “I know what I can do . . . I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! As you start putting together your … continue reading »

How much did you lose this year because you felt you had to lower your price to save a deal? How much did you lose this year in lost deals because you’re not very good at negotiation? Was it more than $99? I bet it was waaaaaayyyyyy more! Last question? If you lost money this year, … continue reading »

So here we are, rapidly approaching year end! Most of us in sales are thinking about how we can finish strong and; Begin the new year STRONGER! I have 3 FREE resources to help! Resource #1: 300 Audio Sales Lessons. Actually, that isn’t entirely true! I meant to say that I have 300 audio sales … continue reading »

If you find yourself constantly getting beaten up on your price, terms, delivery etc; This FREE sales lesson is for you! And no, we’re NOT going to talk about how to respond to prospects/clients who want better pricing, terms, etc; We’re going to talk about what to do on the front end of your deals … continue reading »

Confidence goes a long way in sales especially; During a negotiation! Here are 3 things that will make you a more confident negotiator. First, you need to be able to walk away and not give a sh*t. That doesn’t mean that you’re allowed to be arrogant or cocky. It doesn’t mean that you’re allowed to … continue reading »

Losing A Deal Because You DIDN’T Know How To Negotiate SUCKS! And so does leaving money on the table! On November 2nd at 11:30 am EST, I’m going to be hosting a webinar that can help! It’s called Negotiate Like A Pro and here’s what I’m going to share; 7 Ways To Create Deals Where There’s A Lower Probability Of … continue reading »

So there you are meeting face to face with a potential client and; They’re not having the price you just gave them! They reach for a calculator and start spewing all kinds of numbers at you but; It confuses the sh*t out of you because you’re not running the numbers along with them or; Countering … continue reading »