A simple negotiation tool, make a concession

When you are negocaiting price and conditions with a prospect you would do well to remember the following simple tool; always answer a question with a question. This is so simple and does not take away form any other negocating skill so I wanted to share it. If your prospect asks for monthly billing and you can do it, say …

NEW is about you, it’s not about me

  On a sales call the other day I picked up on something that is really common but for some reason I had not identified clearly as a problem before. The point was the sales rep’s constant referencing to “New” in regards to the product she was trying to sell me.   Does NEW create value? The whole focus of …

The 3 Fs to objection management

How do you deal with objections, when your prospect tells you that she is not interested in your product becuase it is just to expensive, or what they have is good enough at present? For large sales you should be looking at objection prevention that I will deal with in other posts but here I want to share with you …

Risky budget

If you are dealing with a prospect that is  directly responsible for the budget automatically your chances of getting the deal are greater. As the budget is theirs they are not going to be so worried if the product doesn’t do what it says it will or basically not “too” worried if they mess up and waste the budget, it’s …