How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." "You will have to make an exception to your policy if you want our business." "I know that you have good quality and service, but so do your competitors. What we need to focus on here is your pricing." "I agree that those special services … [Read more...] about How to Manage the Sales Negotiation Process
Sales Negotiations
How to Sell Without Feeling Like a Used Car Salesman
Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. You can learn how to … [Read more...] about How to Sell Without Feeling Like a Used Car Salesman
How to Sell to Purchasing Departments
One of the most difficult parts of a salesperson's job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson. Unless you are truly unprepared, there's no reason for anyone to fear dealing with a purchasing … [Read more...] about How to Sell to Purchasing Departments
How to Overcome Objections and Close the Sale
Unfortunately, the first two orders many new salespeople receive are “get out and stay out!” It is human nature for your prospect to procrastinate when asked to make a decision involving money. Studies indicate that a prospect will say no on average five times before they actually buy. As a professional salesperson, it is important to remember that an objection is not a … [Read more...] about How to Overcome Objections and Close the Sale
How to Improve Your Sales Techniques
If you are pushing for sales, it's time to change your strategy. The fact is that with the advent of the Internet the psychology of the sales process has changed drastically. While once, it was a push, push, push, to coax the customer to make a buy, it is now passé to use this antiquated approach. Not only that you're likely to win enemies and influence irritation. We live in … [Read more...] about How to Improve Your Sales Techniques