Overcoming the Charlie Brown Syndrome Don’t Let Potential Clients Entice You with Empty Promises Charlie Brown is the poorest role model for complex sales professionals. Here’s why: every time Lucy sets that football up for him, he makes the same mistake of trying to kick it. He never learns; for all we know, he...
Four of the Worst Sales Pitfalls and How to Avoid Them The four items listed below are some of the most foolish things that sales people do on a regular basis. These are things that you must avoid if you want to be successful in winning deals and making money. Being aware of these...
Getting What You Want From that Big Deal In any large complex sales deal it is inevitable that the customer will try to get you to make concessions. They will try to get you to bring the price down, or they will try to get you to throw in bonuses. What you need to...
Sales negotiations can be a fierce game. Just when you think that you’ve won, you’re customer pulls a new trick out of their sleeve and trumps your hand. In complex sales, this is a constant occurrence. As a sales person the best thing that you can do to keep your negotiations game in top...
How Not to Destroy Your Deal Size When Negotiating Price! Most sales professionals do not go into a sales cycle thinking, “What is the best way that I can completely destroy the value of this sale?” This would be self-destructive and totally counterintuitive. Nevertheless, a huge number of sales professionals engage regularly in the...
Six Ways to Heat Up Your Cold Calling You know those annoying phone calls that you get at home during dinner? Calls from people you don’t know who sound like they are reading from a poorly written script selling you magazines that you don’t even want or need? Telemarketers. They usually accomplish little more...
