Concession planning in negotiation

Concession planning in negotiation

By Marc Raffan from Ninja Negotiations “Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn’t be planning to give away anything or very little. I mean this just seems silly.” This was the...
What  Buyers Really Think

What Buyers Really Think

By Jill Konrath       Sales Strategies | Sales Techniques    Author Thinking like a prospect changes everything. That was the impetus behind today’s post which was written from a buyer’s perspective. I hope you have fun reading it—and get the point! The...
4 Must-Ask Questions To Uncover Buyer Objectives

4 Must-Ask Questions To Uncover Buyer Objectives

Ago Clytens is Practice Director EMEA at RAIN Group Uncover Buyer Objectives If I asked you “What’s the most important skill to master to uncover buyer objectives ?”, what would you say ? Qualifying ? Needs analysis ? You’d be wrong. All of the above are important,...
The Most Feared Sales Objection… Really?

The Most Feared Sales Objection… Really?

By Lee Bartlett,  Author of ‘The No.1 Best Seller’                         leebartlettbestseller.com Why is Price the most feared Sales Objection? When presenting a product or service to a prospect, great emphasis should be placed on demonstrating and...
9 LinkedIn Ways to Get On Your Buyers’​ Radar

9 LinkedIn Ways to Get On Your Buyers’​ Radar

By Brynne Tillman, Chief Learning Officer and Co-Founder at Vengreso Using LinkedIn engagement to get on B2B Buyers radars Getting noticed is a challenge that many sale people face. Social selling certainly is an easy channel to help overcome that obstacle, and here...