negotiation

Recognising Bad Sales Managers

Sales Manager

A bad sales manager can be more damaging to the business than almost anybody else. The problem is s/he appears to be one of the team and yet undermines the most important function – winning and keeping customers. It can take a long time for the bad sales manager to get found out, and even [...]

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Always be prepared to walk away.

Sales Coach

Being ready to qualify out of a sale usually will mean we don’t have too. Some sales deals we just don’t need, or want. When the customer gets too difficult, wanting too much for too little, we should qualify out of the sale and walk away from the deal. Strangely, always being prepared to walk [...]

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Sales Tip – Negotiation and concession are not the same.

Sales Coach

When a customer says “I want to negotiate” that usually means “I want a deal on the price”. We all understand, because we all do it sometime. Nobody wants to pay more than they need. For the salesman this is definitely a pain in the rear. It means he’s between a rock and hard place, [...]

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How to Ask for the Order

Sales Coach

Ask for the order! The prospect expects us to ask and the response we get will tell us how to win it. Asking for the order can be a hard thing to do! It puts pressure on the prospect, because it asks him to make a decision. A decision, not necessarily whether to award the [...]

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Coach the customer through the your sales process.

Sales Coach

When a customer asks for a proposal he’ll have a plan for making the decision (if he doesn’t we have a problem). However these plans rarely work out the way they’re supposed to, and the more people involved, the less likely they are to. We know because we come across it all the time. We [...]

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