How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.   

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Recent Posts

How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learne...

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The Critical Importance Of Lead Validation In Internet Marketing

A guest blog post, by Aaron Wittersheim. Aaron is the Chief Operating Officer at Internet marketing agency Straight North. Every click your company’s ...

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Why Humans May Be the Bug in Your Company's Sales Process

That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale...

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Using 3D Animations as a Sales Tool

This is an interesting guest post and infographic from Ghost Productions. I'd be interested in getting your feedback on this to see if sharing more of...

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