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Business Articles : Sales & Selling : Sales Negotiation Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn’t be at ease until it was silent again, so I filled the tank. Jul 30, 2005, 03:17 Business Articles : Sales & Selling : Sales Negotiation Customers Want You to Ask for the Money Many years ago, I was the one starting a small business. I ran a part-time resume service out of my New York apartment. One client showed up on time for her first appointment, nervously clutching her notes. "Can we just talk for awhile?" she asked. Jul 30, 2005, 01:34 Business Articles : Sales & Selling : Sales Negotiation Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill’s laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. Jul 30, 2005, 00:58 Business Articles : Sales & Selling : Sales Negotiation Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. The secret is how NOW to get objections in sales! Jul 30, 2005, 00:42 Business Articles : Sales & Selling : Sales Negotiation The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She didn't want to go to bed, of that she was certain. "Do you want to brush with the red or blue toothpaste?" her dad asked gently. "Blue," she says, glad to be given the opportunity to make a decision. Ten minutes later, Kara was well tucked up, wondering when she'd agreed to go to bed in the first place. Jul 30, 2005, 00:23 Business Articles : Sales & Selling : Sales Negotiation It Is Not The Price That Is Keeping You From Making The Sale Most salespeople are under the false belief that the lower the price, the better chance they have at making the sale. Nothing is further from the truth. Jul 30, 2005, 00:01 Business Articles : Sales & Selling : Sales Negotiation 3 Ways To Overcome Pricing Challenges How many times have you had a customer say to you; I’ve been shopping around and XYZ mortgage company can get me a better rate and won’t charge me any points. Jul 29, 2005, 23:55 Business Articles : Sales & Selling : Sales Negotiation Selling Skills - How to Handle the Dreaded Question "What's The Price?" I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients… what should they do when a potential customer asks "How much will it cost?" as one of their opening lines. Jul 27, 2005, 03:53 Business Articles : Sales & Selling : Sales Negotiation Do Your Customers Buy On Price Alone? Here are four simple things you can do to take price out of the equation! It’s frustrating when people appear to be focused on price alone. All they talk about is the price. “Your price is too high” or “I can buy cheaper elsewhere” are heard all too often. It’s annoying when they ring or walk in and all they ask is “How much is it?” Jul 27, 2005, 02:10 Business Articles : Sales & Selling : Sales Negotiation What Should I Charge? People ask me, “What should I charge?” I say, “Ask your clients.”If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. They will not try to undercut you. Jul 27, 2005, 01:23