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Monthly Archives: May 2011

Sales Negotiators Need To Know How To Wait

When we start a sales negotiation, we have certain expectations about how it’s going to go. If we’re selling something, then we believe that the other side will state what they are interested in buying, we’ll have some discussions and we’ll eventually provide them with a proposal. We then expect […]

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4 Ways That Less Is More In A Sales Negotiation

Power, power, power – sales negotiations are all about who has the most power, right? Well, no – sometimes it’s about who doesn’t have the power. A case in point is when you find yourself in a situation where you have limited authority – your hands are tied. It turns […]

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How Would You Negotiate If You Had No Authority…?

When we talk about what it takes to be successful in your next sales negotiation, we often talk about how much authority you can bring to your side of the table. Your basic goal needs to be to show up to the negotiation with as much authority as you can […]

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Yes, You Can Buy Now And Negotiate Later – But Be Careful…

How do you feel about negotiating? If you really don’t like to do it, then I’ve got a great option for you: just go ahead and buy something and then worry about doing the negotiating later on. Wait you say, is this even possible. The answer is yes, but you […]

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