06/04/10 - Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative valu...

05/08/10 - Here is an interesting question: Why is it that we, as salespeople, spend so long, invest so much time, energy, preparation, and effort on the phone with and in front of...

04/25/10 - The Laws of Negotiating are closely related to economics. They are part and parcel of the same process. Both economics and negotiating are based on the fact that each per...

04/22/10 - Have you ever been on the wrong end of a negotiation? You closed the business only to discover the more business you write the more money you lose! In other words, you...

04/22/10 - Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I...

03/19/10 - 1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they've handled a similar type of negotiating in the past. Listen f...

03/02/10 - Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sal...

12/31/09 - In successful negotiation, both parties should be fully satisfied with the result and feel that they have each "won" or no deal should be made at all. Consistent with you...

11/18/09 - The purpose of a negotiation is to enter into an agreement such that both parties have their needs satisfied and are motivated to fulfill their commitments and enter into...

08/28/09 - If you are doing your job correctly there are a number of reasons why a salesperson shouldn't have to close a potential prospect. Allowing your customers to close themse...

08/28/09 - When dealing with negotiation experts, you can get very close to agreement and the entire negotiating process may still fall apart on you. More than likely it won't be t...

06/23/09 - My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a "deal" with the st...

06/21/09 - Eric has been in show business for 15 years - the trade show business. His company sells and customizes virtually any kind of display imaginable. Some of Eric's customer...

06/17/09 - Do you anticipate a client asking you for something in the near future? Are you prepared to ask for something in return? Sales are the business of relationships, and like...

06/12/09 - Fear of Failure There are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by t...

08/05/08 - If closing profitable business, building long term relationships and lasting competitive advantage is what you hope to achieve in sales, then you need to develop closing ...

08/02/08 - Does this sound familiar? After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is inte...

06/29/08 - 1.Listen Intently. Active listening is the #1 skill in sales negotiating. LISTEN! Realize that most people are trained to talk at people. Use that knowledge to your advan...

03/17/08 - When it comes to a successful negotiation, which is more important: strategy or skill? The definition of the verb, negotiate, is simply to deal or bargain with another ...

03/17/08 - Many of us at the time of asking for the order have a difficult time finding what to say. The following is a list of questions and statements that will assist you in gett...