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Negotiations is dialogue between a buyer and seller intended to reach a beneficial outcome.

Discounting Erodes Trust

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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.

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

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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.

Six Traits Of Great Sales Reps

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Six traits of great sales reps from the best in the business. Learn more in Salesforce's new ebook '50 Pro Sales Tips for 2020' to help sales teams master the art of sales.

Introducing the 50 Pro Sales Tips for 2020 eBook

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Salesforce launches a new ebook to help sales teams master the art of sales in 2020. Ian McAdam, Senior Vice President ANZ, Salesforce, shares his favourite insights from the ebook.

Why You Need to Increase Your Average Deal Size

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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.

9 Enormous Mistakes Salespeople Make and Their Causes

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Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

Objection Handling – The Special Sauce

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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.

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