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Archive for the ‘Negotiation’ Category

Apr 11, 2019

Thoughtful Thursdays – The ever present price objection

No one enjoys selling something for less than they feel it is worth. Think about the last time you experienced the price objection. The bottom line is that you are being asked to supply for… Read More

Jul 19, 2018

Thoughtful Thursdays – Your most powerful negotiating tool

Before entering into any negotiation, there must be an understanding that there is a desire for the parties involved to do business with each other. It is the final step before the close. Being able… Read More

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