Negotiation

The 50 Best Sales Books of All Time [By Category]
The 50 Best Sales Books of All Time [By Category] “Who has time for reading?” You may ask yourself every time you come across an article like this. Well, let me give you some names… Bill Gates reads more than 50 books per year. Elon Musk learned how to build rockets by reading books. Warren Buffett reads 5 to 6 hours a day. And the list just goes on and on. They are obvious proof that success is closely linked to reading. If they can make time for it, you can too. Here’s a list of the 50 best sales books of all time organized by categories. Pick up the right ones....
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How to Overcome the 7 Most Common Sales Objections [with Response Scripts]
How to Overcome the 7 Most Common Sales Objections [with Response Scripts] The best way to overcome sales objections is to identify and remove the friction that’s acting as a hurdle for your client.  Do this by asking pertinent questions to uncover the real problems. Then, handle them one by one (and calmly!) to move forward in a mutually beneficial way. Sales objections aren’t doors slamming in your face- the customer just needs more information. In this blog, you’ll find the 7 most common sales objections and rebuttals for each one. As a bonus, you’ll also find objection-handling scrips to take your conversations to the next level!
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How To Save a Deal When Negotiations Break Down
How To Save a Deal When Negotiations Break Down Negotiations are always a high-stakes, high-pressure period for salespeople and prospects who both have serious skin in the game.  Each team involved may have their own conflicting agendas. As a result, it's unlikely that every person at the bargaining table will walk away with exactly what they wanted.   Negotiation breakdowns in sales can happen for a number of reasons, including poor communication, short tempers, and sudden changes in an established plan.  Here are some strategies to avoid losing deals when negotiations go sideways: Consider Integrative Bargaining Historically, most sales negotiations have taken place with reps and prospects both holding their....
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Training Tuesday: "I'll Think About It..." The Best Response To Overcome This Sales Objection
Training Tuesday: "I'll Think About It..." The Best Response To Overcome This Sales Objection Watch more videos on The Secrets and Tips of Field Sales on YouTube here! Any salesperson will tell you that closing deals is not a matter of luck. It's about skill, about perfecting your sales processes and about overcoming the objections that would keep a deal from closing. In this blog, I'll show you the strategies that I use when a prospect says “Let me think about it” or some other version of a “soft no”. These are some of the most common objections that you'll deal with in sales, so mastering them is key to success.
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Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information"
Training Tuesday: How to Use Sales Judo to Overcome "Just Send Me the Information" Watch more videos on The Secrets and Tips of Field Sales on YouTube here! How many times has this happened to you? After a few minutes of chatting with a prospect, they cut you short and tell you: “Just send me your information. I'll review it and get back to you.”  Now, tell me this, what do you think the chances are that your prospect actually means what he said, that he's actually going to wait for your email, drop everything he's doing to read it, and then return your call? They're very low. In this blog, I'm going....
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