SalesHQ

Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling efforts without her even knowing it. ...

Sales pros aren't the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn't even see himself in sales. It was an airport security person who did a masterful job of crowd control. We had an 8 a.m. flight from Tampa to Toronto. ...

Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your price is fair, if your prospect is still pushing for a discount, you have a choice. Walk away from the business because you want to maintain ...

"No" is unpleasant. It's frustrating, it's demoralizing, it's downright annoying. It's also inevitable if you have a career in sales. You're going to hear it at some time or another, and though that initial sting might get you every time, there are ways to make "no" work in your favor. It doesn't have to resound endlessly in your mind and undercut ...

Negotiating effectively with a prospective employer is a little like winning at poker. Both necessitate that you play your cards close to the vest, maintain a poker face, know when to hold and know when to fold. Just don't take the poker/negotiating comparison too far when you enter the career casino. Unfortunately, many job seekers do just that. Questions asked on ...

Good negotiation skills have a huge impact on your career -- whether you're a salesperson making deals or an entry-level employee trying to get good assignments or cube neighbors to quiet down. "Most people think of negotiation only when they need to get something more," says Tammy Lenski, a professional mediator who helps universities and businesses nationwide with conflict management. "The ...

For most small business owners, dealing with deadbeat customers comes with the territory. You want every sale you can get. However, a sale isn’t much good if you’re not paid. Given the sputtering economy, a growing number of clients or customers may decide to either delay payment or skip it altogether. However, there are ways you can cut the risk of ...

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research ...

A team of negotiators can often bring a broader range of knowledge to the negotiating process than individuals can, and a team is often more creative. When properly organized, negotiating teams are less likely to overlook important details, plan better, and think more broadly. Research indicates that negotiating teams set higher targets than individuals—but when faced with large risks, a team ...

You may remember in 2001-2002 that the TV networks were cutting upfront rates in response to a very soft advertising environment. The exception was CBS. It held firm because, according to The Wall Street Journal, it had a strong 2000-2001 performance and has a solid fall program schedule. CBS was betting that it would more than make up the short-term loss ...

People who are successful negotiators, always have a well thought out strategy before entering into the negotiation, are well prepared, self confident and structure the negotiation, so that they remain in control of the negotiating process. The recommended structure for negotiations is: 1. Establish the issues being negotiated 2. Gather information 3. Build a solution Stage 1. Establish The IssuesBegin by ...

The sales mantra goes that we must sell benefits, not features. To explain what I mean read the following extract of an on-line advertisement for Miele ovens. "The Miele fan forced cooking system, for example, enables you to cook on up to three levels. Rather than just circulating hot air with a fan we use a mini-turbine together with a ring ...

One of the most interesting, and often the most overlooked, dynamics in the negotiation process is the power relationship that exists between the negotiating parties. Power relationships aren't like a game of blackjack, but there is one parallel: Who has the better hand? Like the dealer, the employer has the better hand, because he has something the candidate wants -- the ...

In the new economy that is emerging around all of us, one of the key shifts we’re seeing is in the area of buyer motivation. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “How can you help reduce my risk?” There are all kind of reasons why people ...

See some practical tips on negotiation.

Negotiation is power perceived but not necessarily used. Negotiating is all about assessing where the power lies. With negotiation, advantage comes of either convincing others of your power or properly reacting to power on the other side of the negotiation. Negotiation requires determination and skills. One of those skills is understanding “where power lies and what to do about it.” ...

When it comes to negotiating you always have a choice to enter into it or walk away. The most important point to assess when considering a negotiation is who has the advantage when it comes to “power”. We need to assess power before we move forward and once we do we need to find out inside information that might help ...

When it comes to selling your products and services to customers, one thing you can expect more often than not is a negotiation. There are many variables that come into play when negotiating and what I’d like to cover this month is four critical elements that you must consider when dealing with cost. These four elements are covered by a ...

Robert Menard’s book “You’re the Buyer-You Negotiate it” does an excellent job assessing the characteristics of the four personalities as it relates to their negotiating style. Robert uses a model which expresses their styles in terms of Analytical, Amiable, Practical and Extravert which nicely correlates to our model of Green, Blue, Gold and Orange. The model Robert uses shows a ...

Before we enter a negotiation we need to have a strategy. In other words, what is the outcome we want to achieve? I’d like to refer back to my friend Robert Menard who is the author of You’re the Buyer-You Negotiate it!  Robert brings up three very relevant points you need to consider: 1-Where are you now? What is your ...