The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
Ok, so it’s time to get down and dirty about this sales negotiating stuff. Time after time I keep seeing sales negotiators making the same two mistakes over and over again and it just has got to stop. You can build the best product in the world, have the best sales team, but if you … Read more
So there you are: the classic sales negotiator in the headlights. You’ve got a firm fixed price that you’ve been told to not budge on and yet you know that you’re getting ready to start a negotiation during which the other side is going to be hammering you to lower your price. Sure doesn’t make … Read more
When a seller is standing firm and appears to have no desire to make any concessions to you on the price of the product or service that they are selling, what’s a buyer to do? I don’t care how charismatic you are, you can spend all day talking and still not make any progress on … Read more
Much has been written (some of it by me) about what a sales negotiator can do when the other side of the table has set a fixed price and just won’t budge. We’ve come up with all sorts of ways to turn a fixed price into not such a fixed price. This time out, let’s … Read more
When I was younger, I always liked to read those stories that had a knight in shining armor showing up at just the right time, dueling with the fire-breathing dragon, winning, and then riding off into the sunset with the princess. As I became older, I learned that there are no more knights, that there … Read more
How many times have you really wanted something only to discover that its price was too high? What did you do then – give up and go away? As sales negotiators we are taught that everything can be negotiated; however, in our personal lives (as well as our professional lives), if we see a price … Read more
So What’s So Hard About Saying “No”? As I work with sales negotiators and teams of negotiators I am constantly surprised by just how hard it is for them to say one simple word: “No” . I’m not sure if it’s the way that we’ve been raised or if we all have some built-in need … Read more
A Price Is Not A Fixed Thing Inexperienced sales negotiators often enter into a negotiation thinking that the price of something that they are trying to buy or sell is fixed – it’s set in concrete and cannot be changed. They think that their goal is to “discover” what this price is through negotiating. Those … Read more
The Problem With Most Sales Negotiations So there you are, all ready to start another sales negotiation. Hold on a minute, are you really ready? Sure you’ve researched the other side of the table, you’ve created a negotiation strategy, in fact you’ve done just about everything that you can think of in order to prepare … Read more
Loyal Readers, It has been brought to my attention that our site’s appearance on touch-based smart phones was, shall we say, poor at best. I think that I may have found a way to solve this problem. I’ve installed some new software that should change the AccNeg blog into an iPhone application “looking” site, complete … Read more