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Sales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
In April we released a webinar on BrightTalk called Truths, Trends and Strategy in Sales Nogotiation! It is essential that sales professionals have the ability to identify negotiation strategies that large customers use in bargaining regularly. Professional buyers are generally well educated in the field of negotiation because their livelihood depends on it. As sales professionals……Read More
I had the extreme pleasure of appearing on Anthony Iannarino’s podcast! Episode Description: Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales – that constant drive to provide for…Read More
I had the extreme pleasure of appearing on the Negotiations Ninja podcast! Episode Description: Often, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that’s what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today’s show. Following this link to listen…Read More