Category: Uncategorized

If you were bleeding and in need of a tourniquet . . . Would you attempt to negotiate price and/or terms? How about something less graphic like; If your car broke down; Would you negotiate price and terms with the tow truck company? I mean needless to say, you wouldn’t let someone flat out rob … continue reading »

If you find yourself losing deals because of your company’s pricing, I have two thoughts for you to consider. The first, is the easier one; Maybe you courted the wrong prospect? My products, services, style and pricing AREN’T for everyone but its up to me to qualify early and often! The second thought, ISN’T easy because … continue reading »

When was the last time you reviewed your negotiation tactics? You DO have a game plan for those times when a prospect/client asks you to lower your price and/or change your terms, right? This Thursday, November 2nd at 11:30 am EST, we’re going to dive head first into that topic! It all takes place during our Negotiate … continue reading »

In this week’s Quick Sales Tip, I flag an area that the vast majority of sales reps miss, when it comes to creating their plan to sell more in the upcoming year. I offer a really cool FREEBIE, a few action items to help you kick ass and; The best thing about it; Is that … continue reading »

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 »