What do Pawn Shops and Sales Negotiations have in common? Maybe a lot more than you know. In fact, you can learn a lot about negotiating from watching the interaction between a Pawn broker and his/her clients. In this episode Joe and Mike talk about negotiating and use examples from actual Pawn Broker conversations to illustrate some classic negotiation processes and strategies!

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How many times during a sales process have you heard “your price is too high”, “you’re going to have to do better than that”,  “your competitor’s price is much more attractive” or any number of pricing objections?

If you’re like most sales people it happens to you in almost every sale. Even though it’s so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don’t have to.

In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars.

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This week’s Master is: Erich Flynn CEO of Treehouse

Show Notes:

This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

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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 three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies.

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This Episode is Sponsored by:

Accelerated Sales Training, Inc.
Helping You Develop More Business Through
LIVE Cold Call Sales & Telesales Training Workshops

This weeks Master : Jeff Goldberg from Jeff Goldberg and Associates
Website: http://www.jgsalespro.com/ 

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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 making more money. In episode two of this three part series on strategic negotiating Joe and Mike discuss why it’s important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy..

Sales Podcast and Sales Blog

This Episode is Sponsored by:

Accelerated Sales Training, Inc.
Helping You Develop More Business Through
LIVE Cold Call Sales & Telesales Training Workshops

This weeks Master : Lee Salz
Website: www.SalesDodo.com

Lee Salz is often referred to as a sales and sales management guru. He developed his firm Salesdodo with the fundamental mission of helping companies, sales managers, and sales people adapt and thrive in the ever changing world of business. He uses the metaphor of the dodo to show what happens when one fails to adapt. Those who adapt, thrive. Those who don’t become extinct like the dodo bird.

In 2007, his book “Soar Despite Your Dodo Sales Manager” was published and he’s got a new book in the works titled “The Sales Marriage.”  (which will help business owners, sales managers, and recruiters make better hires for their sales team.)

Lee is also a columnist for Sales and Marketing Management Magazine’s online edition .

Sales Podcast Show Notes:Mano A Vino Peter Conway has a great blog on Wine Food and Travel… Mostly the VinoCoffee is for Closers with a Twist

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Negotiating with Yourself,
NOT a Good Idea.

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This weeks Master is Dave
A Listener from Canada Who Manages a Team of High-Tech Sales Professionals

Sales Podcast Show Notes:

Announcement  “Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS class April 8, 9 & 10, 2008 in Albany, NY
Call Jim at 518-869-8600

Mano A Vino Peter Conway has a great blog on Wine Food and Travel… Mostly the Vino

Coffee is for Closers with a Twist

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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 Blog

This weeks Master is:

Maurice – First time sales person what it was like to transition into sales

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

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