Collaborative selling can be as simple as a single conversation, or a string of conversations, between a buyer and a seller—two-way conversations where the discovery and dialogue are part of the value the buyer receives.
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.
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…
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.
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
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…”
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.