by jason | Oct 23, 2019 | Uncategorized
There is no doubt that choosing the proper time to answer an objection is just as crucial as the answer itself. Timing is important for any negotiation. To maintain control of the presentation you should choose to handle objections when the timing is favorable. There...
by jason | Oct 23, 2019 | Uncategorized
“Your price is just too high.” Six words that drive salespeople to the brink of insanity. Learning to handle the price objection is one of the greatest challenges in professional selling. You cannot avoid talking price, but bring it up after the prospect has had the...
by jason | Oct 23, 2019 | Uncategorized
There are few “never do this” rules in the negotiation game. Ethical guidelines vary from company to company and across industries. What’s fair game in a foreign land may be absolutely unethical here. No matter how ethical and empathetic a negotiator you are, you will...
by jason | Oct 23, 2019 | Uncategorized
Negotiation is simple to define – it is nothing more than the process of seeking to reach an agreement based on mutual interests. But developing the ability to negotiate effectively requires a good game plan. In the win-win negotiation of relationship selling, both...
by jason | Oct 23, 2019 | Uncategorized
Are you a good listener? About 80 percent of our waking hours is spent communicating, about half of that listening. Traditional education usually concentrates on reading, writing and speaking. But even if Listening 101 wasn’t in your school program, there is hope...
by jason | Oct 23, 2019 | Uncategorized
For many years, salespeople were told that selling is talking. The apparent method was to tell the prospect everything you knew in hopes that something you said would touch the right spot and the prospect would buy. Unfortunately, the result was often a salesperson...
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