Tag Archives: Negotiating

Is Offering Choices a Bad Sales Strategy?

Wed Oct 11, 2017

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If you think giving prospects a variety of choices is a good idea, you may want to think again. Rather than simply showing diplomacy and earning trust, offering choices can actually cut into your revenue.

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What NOT to Say When Negotiating

Wed Jul 5, 2017

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Balance is what you should strive for during each negotiation. Finding the right balance between profiting your company and your prospect’s best interest can be a challenge, but it’s not impossible.

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April Video: Better Banner Ads, Better Negotiations

Wed Apr 15, 2015

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The April 2015 edition of Media Sales Monthly looks at the 2015 State of Media Sales, optimization for your banner ads, and mistakes in sales negotiations.

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How to Avoid the Most Common Negotiating Mistake

Wed Mar 11, 2015

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Your client is ready to sign the contract. But you still have to get through the negotiating stage. Norm Brodsky, writing for Inc.com, points out that the way you handle this part of the interaction may be more important than anything you’ve done so far.

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Tips to Win Negotiations (and How Science Comes Into Play)

Mon Oct 1, 2012

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Need some help with your negotiation skills? Look no further! In her article, Vivian Giang has compiled seven tips to win any negotiation, and what makes her insight so interesting is that each tip deals with the “science” behind good negotiation.

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How to Handle A Tricky Negotiation Situation

Mon Feb 21, 2011

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Jim Anderson, author of The Accidental Negotiator, tackles a subject that isn’t discussed too often in sales articles, but is likely very common in the industry: Negotiating a sale with a personal friend.

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It’s In the Delivery

Fri Apr 2, 2010

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Don’t give prospects a price quote. That’s the message from Jim Logan, the “B2B Rainmaker.” But, don’t read too deeply into his tip—he encourages salespeople to present a quote, rather than just dole it out to anyone who asks.

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Step Back to Let Prospects Complete Sales “Circle”

Wed Jul 29, 2009

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You may be so determined to complete the sales cycle that you unwittingly push a prospect away, but how do you know if your prodding goes too far?

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Beat the “No Budget” Blues

Wed Jul 1, 2009

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Sales may be tough to come by lately not because your services aren’t wanted, but because budgets are being slashed left and right.

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