Sales negotiation

  • How to Sell Value versus Price to Land Big Deals

    Sell Value versus Price in Complex Sales Situations In today’s market, the real winners in complex sales situations focus on customer value, not price – even when price is a critical factor.  How?  Top solution sellers know that buyers ultimately…

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  • Should Lies Be Part of Your Sales Negotiation Strategy?

    Lies and Sales Negotiation Strategy How often do you think lies have been a part of your sales negotiation strategy – either implicitly, explicitly, on your side or on the other side of the table?  Should they be?  Are lies…

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  • 5 Sales Negotiation Traps to Avoid at All Costs

    Sales Negotiation Traps that Make the Difference between Success and Failure Sales negotiation traps can trip you up. No one wants to lose an important sales negotiation, but unless you are either very experienced or careful to avoid four common…

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  • 5 Steps to Prepare for an Important Sales Negotiation

    The Most Basic Sales Negotiation Principle Preparation is key to any successful sales negotiation.  When you spend the time to examine the possibilities of a negotiation and plot your approach, you are far more likely to come to a settlement…

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  • Too Many Missed Sales Opportunities? Read This

    Missed Sales Opportunities Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis.  But it’s near impossible if you are guilty of some of the most common missed sales opportunities…

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