Negotiation

Robin Sharma wisely said, "Words can inspire. And words can destroy. Choose yours well." Have you ever been on the verge of closing a deal, when suddenly one seemingly harmless phrase changes your client’s mind? You’re not alone, even the best salespeople have had this happen to them. Unsuspecting comments can occasionally turn off a prospect or make them question our capacities. The best sales negotiation training experts recommend using role-playing and simulations to become skilled at avoiding these types of phrases. Here are the most common sale-killing phrases to watch out for in your next meeting. "The least I....

Getting new customers is only half the battle. Retaining them is different story - and a much more difficult one at that. But, it's also incredibly important, especially because it costs 5x as much to attract a new customer than to keep an existing one.   After you acquire your customer and lead them to their first purchase, your job now is to retain them to turn them into full partners and brand advocates. For a sales rep, this can be an overwhelming responsibility but it's also challenging and highly rewarding if you manage to do it effectively.  Here are some tips....

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.

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....