Entries Categorized as 'Negotiating Series'

Secrets of Selling to Procurement Part 3

Date April 26, 2010

Cracking the Code Part 3 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part three of this three part series on the secrets of selling to […]

Secrets of Selling to Procurement Part 2

Date April 12, 2010

Cracking the Code Part 2 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on the secrets of selling to […]

Secrets of Selling to Procurement

Date March 28, 2010

Cracking the Code Part 1 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on the secrets of selling to […]

Let’s Make a Deal The Principles of Negotiating Part 2

Date October 12, 2009

The Principles of Negotiating Part 1 Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If […]

Let’s Make a Deal The Principles of Negotiating Part 1

Date October 4, 2009

The Principles of Negotiating Part 1 Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If […]

Sales Tips When Negotiations with Procurement

Date August 31, 2009

Surviving Procurement Part 1 Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with […]

Every Sales Person’s New Worst Competitor and boy are they tough! Part 2

Date March 9, 2009

Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 of a 2 part series on beating the competition? He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have […]

Professional Sales Negotiating Strategies

Date 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 […]

Negotiating Strategies for Sales Professionals

Date 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 […]

Negotiating Strategies for Sales Professionals

Date 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. […]