Home Process & Method Negotiation & Closing

Negotiation & Closing

Negotiations is dialogue between a buyer and seller intended to reach a beneficial outcome. Closing is generally the moment when a prospect or customer decides to make a purchase. Both stages are critical in the sales process.

Business Growth

Why You Need to Increase Your Average Deal Size

Increasing your average deal size is one meaningful way to increase your revenue, and it prevents you from needing to triple or quadruple the number of deals you need to reach your goals.
Trust

Discounting Erodes Trust

Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.
Army combat

Objection Handling – The Special Sauce

Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.
Piggy Bank

“I don’t have budget” – what to do next

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.