Blog

Asking for access to other stakeholders is a rather sensitive thing and quite frankly; Things can get weird real fast if you do it the wrong way. Actually, you can insult the sh*t out of your prospect and; That’s why many reps just avoid asking for access. Needless to say, this can affect your deal … continue reading »

If you continually find yourself in situations where you’re asked to lower your price and/or negotiate your terms; This episode of The Sales Playbook Podcast is especially for you! I share 5 things you can do On The Front End to make your deals more resistant to objections, having to lower prices and having to modify … continue reading »

Want to do something that can impact negotiations? Ask for a tour when you meet with prospects! Why? 1) You Create Additional Energy! Energy is a really good thing in a negotiation because it helps create emotion and emotion is pretty AWESOME  because it’s the first step towards getting someone off the fence of indifference! Note: Might be a … continue reading »

So there you are reviewing a proposal with a potential client and then; They tell you your price is too high and that you need to lower it if you want their business. Be careful! This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for starters, you might miss an … continue reading »

What if we DIDN’T allow others to talk us down on price? Here are a few reasons why it might be something to consider. 1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes, because that’s what I say, word for word, when someone wants to play … continue reading »

Having attended numerous sales kick-off meetings I’ve seen some really big mistakes that cost companies time and money. Here they are in no particular order Focusing On Things That Really DON’T Matter To Your Team How do you know what matters to them? How about asking them? I know, this is why I make the big … continue reading »

When I was a VP for a major printing company, I was looking into assessments for our sales force. There was one that stood high above the other companies and it was approximately $250. I would have gladly paid it too but instead; I ended up paying about $25 each. That wasn’t a typo; I … continue reading »

Losing A Deal Because You DIDN’T Know How To Play The Game 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 could not only save you money but could actually make you money! It’s called Negotiate Like A Pro and … continue reading »

If you’re planning on joining us for our 20 Psychological Tactics That Drive Sales webinar; NOW would be an ideal time to sign up! Why? Because we’re about to shut the doors and close out registration and it would really suck if you missed this! Here’s what you’re about to miss; How To Access Peak Performance States Regularly … continue reading »

If you’re planning on joining us for our 20 Psychological Tactics That Drive Sales webinar; NOW would be an ideal time to sign up! Why? Because we’re about to shut the doors and close out registration and it would really suck if you missed this! Here’s what you’re about to miss; How To Access Peak … continue reading »