April 8, 2009
In literally hundreds of sales calls, I’ve seen both junior and senior sales people make the same mistake: At the very first opportunity, they start spewing everything they think is wonderful about their company and their offerings.
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April 6, 2009
Even if you work for a national retail chain, your sales process almost certainly involves some level of negotiation.
At what point in your interaction with a prospect do your negotiations typically begin? Is it when the conversation turns to commercial terms such as price, payment options, delivery, financing, warranties and contracts?
Sales Negotiations Begin the Moment [...]
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