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Category Archives: Negotiation

Some key guidelines for Negotiations in Sales

Rule-of-thumb-for-Negotiations-in-Sales

We are regularly asked by sales managers to provide negotiation skills training for their salespeople. However, after talking with them about their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. […]

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Every Sales Person Starts as an Educator

Educate and facilitate

‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features and benefits anymore what has taken its place? Effective selling is a journey from education to opportunity. To sell something we need to educate in […]

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Top 10 Tips when Negotiating

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can […]

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The Difference Between Selling and Negotiating

Listening to the Needs of the Customer

Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able to negotiate’ when upon further inspection they first need to learn how to sell. The reason many rely so much on negotiating is that their […]

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4 rules to best validate yourself with buyers

Ever been asked straight up at the beginning of a prospective client meeting, “So what do you do?” despite your sincere intention to ask questions of your prospective buyer rather than talk about yourself? I bet you have and I bet you found yourself on more than one occasion feeling somewhat uncomfortable because: a) You […]

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Is a climate of perpetual discounting limiting choice and eroding our quality of life?

Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn’t know how to sell real value anymore. He said they had fallen foul of a culture of constant discounting as the only way to attract customers, which was tantamount […]

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Why is ‘cheap’ a false economy?

Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to an action which saves money at the beginning but which, over a longer period of time, results in more money being wasted than being saved. […]

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How do I distinguish between a genuine buyer and a saboteur?

Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes but the deal is rejected. You are perplexed and confused. “It’s a great solution! It’s what they wanted and needed. Why are they saying no?” Building on from last week’s ‘How do I deal with […]

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How do I deal with client objections?

Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. Its true many people do not like dealing with objections or conflict, however, it is also true that many people unintentionally create objections and conflict by not understanding a customer’s real needs or priorities and […]

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Whada ya rates?

Whada ya rates? ‘Cos I’m a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal” This is an excerpt from a call I received from a telecommunications wholesaler the other day. As you can see this is not someone asking about my business […]

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