Sales Training Center
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The First 2 Minutes of Your Meeting
When you control the meeting's focus, you control the meeting. During the first two minutes, you want the meeting's focus to be the prospect's problem, not you and your product. We ...
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Product Features, Advantages and Benefits
The sales mantra goes that we must sell benefits, not features. To explain what I mean read the following extract of an on-line advertisement for Miele ovens. "The Miele fan forced ...
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Team Negotiating Secrets
A team of negotiators can often bring a broader range of knowledge to the negotiating process than individuals can, and a team is often more creative. When properly organized, negotiating teams ...
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How To Structure A Negotiation
People who are successful negotiators, always have a well thought out strategy before entering into the negotiation, are well prepared, self confident and structure the negotiation, so that they remain in ...
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Negotiation: Don't Get Stung
You may remember in 2001-2002 that the TV networks were cutting upfront rates in response to a very soft advertising environment. The exception was CBS. It held firm because, according to ...
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7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone ...
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Sales Proposals 101
You've had an initial conversation or two with a potential consulting client, and things seem to have gone well. The client knows he has a need, and you know you've got ...
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Power Relationships and Negotiation
One of the most interesting, and often the most overlooked, dynamics in the negotiation process is the power relationship that exists between the negotiating parties. Power relationships aren't like a game ...
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Tips for Negotiating a Salaried Sales Job After Poor Commissions
Monster member jdtauber posts: I am in the process of looking for a new sales job for the first time in seven years. I am confident in my selling skills and ...
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Women: Crack the Salary Negotiation Barrier
Research shows that women are often very good at negotiating on behalf of others but are not as successful when negotiating for themselves. You can change that by preparing yourself to ...