Giving Concessions is Not Negotiating

Giving Concessions is Not Negotiating

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions. Yet, the paradox is that sellers who give away huge concessions easily, will end up with an unhappy prospect who harbors some vague, inexplicable sense that he’s been cheated. Giving concessions is not negotiating. Marking up … Read more

when to disengage

When to Disengage

When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting. It’s okay to disengage from the discussion to gather more information, … Read more

Create a safe negotiating space

Create a Safe Negotiating Space

Create a Safe Negotiating Space In a career as a salesperson, chances are you will come across a professional negotiator. Someone who has been trained to get the best deal possible. There are plenty of strategies to prepare you to work with these savvy people. But most deals are going to be with average buyers. People who hate conflict as much as you do. In … Read more

The Gap between Sales and Marketing

The Gap between Sales and Marketing

The Gap between Sales and Marketing Almost every company you can think of (whether successful or just mediocre) has something in common with all the rest: there is a gap between the sales and marketing groups. In some cases it is more like a gaping wound, or a fathomless abyss. In others, who have worked really, really hard on the problem, it is just a … Read more

Understanding the Strategies Used by Software Buyers

Understanding the Strategies Used by Software Buyers

Understanding the Strategies Used by Software Buyers Software buyers tend to be a knowledgeable bunch when it comes to negotiating deals with vendors. A number of books and programs exist to show software buyers how to use aggressive tactics to get the lowest possible prices out of sellers. Given that a large number of software buyers are taught to take advantage of sellers in this … Read more

The Open Diagnostic Probe in the Perfect Discovery Call

The Open Diagnostic Probe in the Perfect Discovery Call

The Open Diagnostic Probe in the Perfect Discovery Call The open diagnostic probe serves as an alternative to a premature presentation. Presenting too early directs the conversation to the seller’s solution and almost always leads to a premature disqualification by the buyer. A generic presentation convinces the buyer that seller’s solution is not a fit for their unique, specific needs. Instead, asking the buyer to … Read more

Ten Reasons Software Sales Negotiations Are Unique

Ten Reasons Software Sales Negotiations Are Unique

Ten Reasons Software Sales Negotiations Are Unique In order to succeed in software sales, a salesperson needs to recognize what makes selling software different from selling other products. So what specifically makes software sales negotiations unique? #10: In the software vertical, list price is a joke, just like in the furniture industry or health care. #9: Software buyers are more likely to be formally trained … Read more

Revealing Cost: Questions to ask a financial decision maker

Revealing Cost: Questions to Ask a Financial Decision Maker

Revealing Cost: Questions to Ask a Financial Decision Maker When you have an opportunity to work with a prospect to build a business case, it’s important to involve the financial decision maker to co-build the business case. This is imperative to success because we have to let them do the math on the cost/benefit analysis. If they do not do the math, they don’t believe … Read more

4 negotiating tips to handle an impromptu sales conversation

4 Negotiating Tips to Handle an Impromptu Sales Conversation

4 Negotiating Tips to Handle an Impromptu Sales Conversation When faced with an unplanned negotiating moment, an unsophisticated negotiator will choose a position and cling to it. A strong negotiator, on the other hand, will have several alternative approaches in mind, and will share these options with the buyer without arguing or offending. Becoming a great negotiator requires practice to develop good habits, and it’s … Read more

Where do sales stop?

Don’t be a Wimpy Seller

Don’t be a wimpy seller How do you respond when a buyer puts pressure on you? As a salesperson, it is important to realize your response can impact the outcome of the sale. Most salespeople fall along what I call The Response Spectrum. Have you ever been a wimp? When the buyer asks for concessions and you give them up immediately without a fight, you … Read more