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Archive for the ‘Negotiation’ Category

Jun 29, 2017

Thoughtful Thursdays – On negotiating

A common challenge to making sales is the process of negotiation. Today’s sales thought is about ways to be a more successful negotiator. Most think that negotiation is all about getting a better price. Although… Read More

May 9, 2013

Thoughtful Thursdays – Negotiate or stand firm

During a recent seminar I was facilitating,  conversation steered itself to the topic of negotiation and whether or not it was a good practise. When do I negotiate and when do I stand firm? Whatever the decision,… Read More

Apr 25, 2013

Thoughtful Thursdays – Don’t make “Yes” your reflex response to price objections

Today’s thought is a plea to sales people everywhere. Promise yourself that when your prospective customer raises a price objection, you will stop an consider your options before responding. Unlike your knee jerking when the doctor taps the correct… Read More

Nov 29, 2012

Thoughtful Thursdays – Beware of the creep

It sneaks up on you and left unchecked the result can be like pouring your hard earned money going down the drain. The dreaded scope creep. Changes in scope can be successfully managed. It is not okay when… Read More

Jun 28, 2012

Thoughtful Thursdays – Negotiating

I do not know anyone who finds it enjoyable to pay more for something than they feel it is worth. Your prospects are no different.Think about the last time you experienced the price objection. This can… Read More