“I’m impressed…Great presentation….” “Wow – really liked what we saw and we will be in touch if we need to take things further….” Are the above quotes from a prospect good or bad? A continuation or and advance? In this article, we will review: What is an order? What is an advance? What is a...

  So, in this situation, you successfully negotiated the 4 P’s of marketing to the satisfaction of the prospect.  (Or so you are thinking) The prospect likes your Product / Service –likes your Place (distribution, service levels, philosophy) likes your Promotion (Sales team, name brand, incentives, etc.) and finally likes your Pricing (terms, conditions, pricing,...

“Diagnose Before You Prescribe. It can be dangerous to prescribe without an accurate diagnosis. An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells product, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey 7 Habits of Highly...

How Silence Lowers Price

Silence Turns Into Gold….For The Buyer. As it is true with many discoveries, I learned purely accident a negotiation technique I call: “SILENCE TURNS INTO GOLD” …FOR THE BUYER! For over 15 years, as a VP of Sales and Marketing for a distribution company, I was the lead negotiator. I would vet vendors in both...

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