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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 »

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 »