From the category archives:

Sales Process

Leave Your Rolex and Some of Your Perfection at Home

May 6, 2009

Are you ready for another contrarian tip about successful sales negotiations?
A prior article suggested that you introduce a slight stammer or hesitation into your conversation with a prospect.
This article tells you why.  If you agree with what you’re about to read, you’ll never want to look too good again.

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How to Sell Better by Not Selling Too Early

May 4, 2009

An earlier article suggested that you start each new sales relationship by withholding the information you have in order to bargain for the information you want.
This article will show you how to do that without irritating your prospect.
The strategy comes from Jim Camp, my mentor in sales negotiations. He’s the only person I know of [...]

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How to Negotiate an Evaluation Process that Meets Your Needs as Well as the Customer’s

May 1, 2009

A prior article noted the conflict you often face when the sales process you want to follow is at odds with the evaluation process your prospect wants to follow.
Have you had a prospect express mild interest in your offering and ask you to send information? You agree, and then when you call to [...]

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What to Do When Your Sales Process Conflicts with Your Prospect’s Decision Process

April 28, 2009

If you’ve been in sales awhile, you’ve learned to find your way through multiple sales cycles. You’ve developed a sense of process.
Your process is the series of steps you go through with your prospect to arrive at a successful transaction. It’s a mental map of the route you must navigate to arrive at a sale. [...]

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Learn to Embrace ‘No’

April 17, 2009

No may be the single most dreaded word in selling. But you can learn to appreciate it.
We’re learn from early childhood that no is a constraint on our ability to get or do what we want.

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