Five traits to look for in a dream customer
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When we are motivated by revenge our mind gets cluttered with all of the ways we can make the other person or company lose. It is amazing how creative the human brain can be when it’s tasked with developing ways to get back at another human...
B2B negotiations typically end with a win-win result because both parties benefit from repeat business. Sellers need loyal customers. Buyers need consistent suppliers. Even when all business requirements are met negotiations can stall if one or both parties have not achieved their personal wins....
The challenges of negotiation are common threads in today’s headlines. I wanted to share some thoughts from my years of negotiating. I’ve negotiated many deals ranging from multi-billion dollar agreements to getting the right deal on a car. I’ve found the basic necessities are the...
Great sales execution requires complex problem solving and focused actions. The purpose of a sales methodology is to reduce the complexity in problem solving and to sharpen our focus so that we choose the best next actions that most quickly, get us to the close. The...
Listen and look. The customer’s words and actions can make it very clear what your next best action is. Customers aren’t bashful about telling us how they want to be sold to. When we unclog our minds from all the lessons on how we should sell,...
