Entries Categorized as 'Negotiating Series'
April 13, 2008
Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table
Did you ever get the feeling right after you closed a deal that you could have made the deal bigger? And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle
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April 6, 2008
Deal or no Deal Part 2
Win the Negotiation Before It Starts
The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make. The same is true for professional negotiators! The better you plan for an upcoming negotiation the better your chances of getting the deal and [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle
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March 30, 2008
Deal or no Deal
Negotiating with Yourself,
NOT a Good Idea.
Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.
Sales Podcast and Sales [...]
Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle
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