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 [...]

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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 [...]

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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 [...]

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Sometimes you have to buy it to sell it!
Buying deals from your clients
Closing business sooner rather than later is always a good thing. But sometimes clients aren’t ready to buy.  Joe and Mike discuss sales strategies for closing business early to maximize year end sales results by buying it from the client
Sales Podcast and Sales [...]

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