AMA
Playbook

Sales & Marketing

Every business person has to be savvy in sales and marketing. Check out AMA’s collection of sales tips, branding strategies, and marketing advice.

Business woman selling over phone

Are You Still Trying to Overcome Objections?

By | Posted Mar 13, 2013

Is any prospect in their right mind going to be honest with you, knowing that you have been trained to overcome objections and not take no for an answer? Instead of being open and honest, the prospect avoids bringing up real concerns.

Rescue the Sale with 8 Comebacks to “We’ve decided to go with another company”

By | Posted Mar 4, 2013

Overcoming objections is part of sales. Just when you think you’ve made the sale, the customer responds with “We’ve decided to go with someone else.” Don’t give up. Overcome this common response with these eight comebacks…

Salesman closing a sale

12 Comebacks When Your Sales Prospect Says “The Price Is Far Too High.”

By | Posted Mar 3, 2013

One of the most important skills for how to be a salesman is overcoming objections. Here are 12 comebacks to the most common objection to closing a sale: the price.

Woman analyzing data to determine reserve price

Why reserve price is crucial to negotiation

By | Posted Mar 2, 2013

Have you ever bought or sold anything on eBay, the online auction site? If you have, you’ve encountered the term reserve price, which is the lowest price the seller will accept for an item—it is the dollar amount below which the seller will walk away

How to Negotiate a Job

By | Posted Mar 1, 2013

Before negotiating, make sure you have a BATNA–a practical alternative to the deal. Alternatives make it possible for a negotiator to say, “If this negotiation fails to produce what I need, I can always do…”

Negotiation Tactics: 4 Crucial Steps to Prepare for Negotiation

By | Posted Jan 22, 2013 | 1 Comment

Buff up your negotiation skills with strategy. Here are four negotiation tactics from How to Become a Better Negotiator, Second Edition by Richard A. Luecke and James G. Patterson.

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