Never spilt the difference

  “Never Split the Difference! This is perhaps one of the most important techniques to learn in the art of negotiation! Many of us do not think we need to spend any time learning and understanding sales techniques, but taking the time to learn to ‘never spilt the difference’ may be one of the most important things you ever do. Why? At some point in time you will be in a buy-sell situation, either in your personal life or in business. At some point in the negotiation, it will be time to close the deal. As you and the other party negotiate back and forth on price, you “will establish a...

read more

Negotiating techniques everyone should know!

  “SECRETS OF POWER NEGOTIATING FOR SALESPEOPLE” by Roger Dawson A great resource in the world of sales and for everyday use! A must read for anyone in sales and for those of us who have come to the realization that we have to sell in most of our daily activities. We make presentations, ask our boss’s for approval on things, go to our bank manager for a loan, and in buying things from a house, car, to a vacuum cleaner. Additionally, we are being sold to as well. Therefore, the need to understand the art and science of selling is essential for many of us. One great...

read more

How to shorten your sales cycle

  How can you shorten your sales cycle?   I get asked this question often especially by people who are in the service provider business. The conventional answers are all the same and true! To name a few… 1)    Have more qualified prospects in your sales funnel or pipeline. More prospects will lead to more sales and seem to shorten the cycle partly because you will always be closing. 2)    Be consistent and work every stage of the cycle. 3)    Plan your sales calls and closings 4)    Know your stuff! 5)    Make sure you are speaking to the right person! All these are true but...

read more

Return on Investment in Sales

Selling using return on investment or “ROI”! Sell on the ROI benefit of your service or product! Many sales people are so afraid of price, costs, and the dreaded investment expense of their service and/or product. I say go there and go there early. Sell the ROI or return on investment of your service and/or product. At the appropriate time I will say… “If I can demonstrate a return on investment of 3-to-6 months or a savings of $50,000 dollars on a $5,000 investment would you be interested in my service?” What do you think the answer is on a qualified prospect...

read more

The Higher Authority Sales Closing Technique

  The “Higher Authority Close” and how to compete against it! This sales closing technique is actually used in more situations than one first realizes. As a result I coach people on being more aware of its broader use then just traditional sales closings. My message to everyone; “be aware and ever present for signs of this technique!” The basic premise of the technique is simple enough; At the right moment a sales person will introduce the need for a higher authority approval on a potential sales transaction as a means of  closing on it. The unsuspecting target...

read more

Self-awareness & your own ego could be a blind spot for you?

Are you getting in your own way? Recently a new client of mine asked me what is one of the most important or most critical teaching from my coaching. Great question, there are several that are very critical to one’s success. There is one that stands out for me that is central for everyone. That critical teaching is self-awareness. The journey towards a full understanding of one’s own self-awareness is the key to unlock one’s potential. Without a real time self-awareness and the active ability to seek and hear feedback means you will get in the way of your own success! Your...

read more