Our style of negotiation will be influenced by the style of the other party. If both sides are adversarial; there will be little trust between the two parties, however, if one side decides to be co-operative, there is a danger the other side will use...

The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of your prospects; and you probably find the question of price comes up in your conversations...

Closing a sale has always been the most difficult stage for inexperienced sales professionals - this is usually down to a lack of confidence and the fear of rejection. Here is some advice that will get you to those three magical words: “Yes, I’ll...

One of the main differences between negotiators is how confident they feel when negotiating. Typically, the more confident we feel, and the better we are prepared, the more successful will be the outcome of our negotiations. Personal power comes from...

It’s no surprise that the biggest objection you’re facing in today’s economy is the “no budget” objection. Now, does this mean that companies aren’t buying anything? Of course not! Think about your own life – you’re still shopping, buying, and getting...

If you are involved in prospecting then you will already know the challenges of persuading a prospect to give you the business. Ultimately there is a four-step process involved in buying that all of us follow; 1. We have to feel motivated to make a purchase...

The JF Guest Author Spot Keith Rosen MCC If you eat healthfully and take care of yourself, then you will never need to go on a diet. A sound and practical philosophy, regardless of how challenging it may be at times to consistently do so. This same philosophy...

You are talking to a customer and after you present your product, service or solution, she asks, "What discount can I get?" or "What can you do about the price?" Think before you speak otherwise this innocent-sounding question will...

In this artcile, Art presents four simple and quick real world selling stories that highlight easy ways to deal with price resistance and responding to a "No." read more Read More...

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? read more Read More...

Ever think your sale is “in the bag” but then the potential client drags their feet and finally decides not to move forward? Good sales people create and demonstrate strong value propositions for why their clients will want to engage their services. Sometimes...

In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it. read more Read More...

It all started a few years ago with Web 2.0, and now Sales 2.0 is the hot topic. What does this mean? Essentially, it means a complete transformation is taking place in our sales efforts, processes, tools, customers and markets, which all impact our sales...

Objections are a part of selling. Every salesperson can readily admit they’ve come face to face with objections throughout their sales career. Interestingly, salespeople define the word, ‘objection’ a variety of different ways. read more Read More...

Yes, I know, this week’s blog is terribly late, but unfortunately, my webmasters have been moving offices and everyone is behind - my apologies! Everyone seems keen to remind me of the importance of personalising one’s blog and this week I have...