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  • +6

    2 Steps to Success in Negotiations

    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 ...
    Rated: +6
  • +2

    How Sales Pros Take Control

    How Sales Pros Take Control
    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. ...
    Rated: +2
  • +4

    Learn to Let It Go -- Or Lose The Sale

    Learn to Let It Go -- Or Lose The Sale
    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. ...
    Rated: +4
  • +1

    Learn from No: How to Turn a Negative Reaction into a Positive One

    Learn from No: How to Turn a Negative Reaction into a Positive One
    "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 ...
    Rated: +1
  • +5

    Negotiating Can Be a Bit Like Poker: Know When to Hold 'Em

    Negotiating Can Be a Bit Like Poker: Know When to Hold 'Em
    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 ...
    Rated: +5
  • +4

    Negotiation Tips from a Professional Mediator

    Negotiation Tips from a Professional Mediator
    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 ...
    Rated: +4
  • +1

    Get Your Customers to Pay Up

    Get Your Customers to Pay Up
    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 ...
    Rated: +1
  • +3

    Team Negotiating Secrets

    Team Negotiating Secrets
    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 ...
    Rated: +3
  • +12

    Negotiation: Don't Get Stung

    Negotiation: Don't Get Stung
    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 ...
    Rated: +12
  • Rate

    How to Structure a Negotiation

    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 ...
  • +13

    Product Features, Advantages and Benefits

    Product Features, Advantages and Benefits
    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 ...
    Rated: +13
  • +1

    Power Relationships and Negotiation

    Power Relationships and Negotiation
    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 ...
    Rated: +1
  • +1

    Succeed in the New Economy: Risk-Busting Communications Skills

    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 ...
    Rated: +1
  • +1

    What's the Difference Between Selling and Negotiating?

    What's the Difference Between Selling and Negotiating?
    The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum. Yet the negotiation should only begin when there is a genuine commitment from the ...
    Rated: +1
  • +4

    Negotiation - Understanding The Power That You Have

    Negotiation - Understanding The Power That You Have
    One of the main differences between negotiators is how confident they feel when negotiating. Typically, the more confident we feel, and the better we are prepared, the more successful will be the outcome of our negotiations. Personal power comes from many sources. To build up and increase our confidence as negotiators we need to step back and analyse the sources of ...
    Rated: +4