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Articles Tagged - Negotiation

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    November 5, 2013

    Are You a Pushy Salesperson?

    Don’t let your fear of being pushy compromise your effectiveness.

    There’s a fine line between assertive and aggressive when you are a seller. Most sales people err on the side of caution because they want to avoid being thought of as the stereotypical, pushy seller. I suppose that’s why one of the most common questions I hear in sales coaching and training is “won’t I seem too pushy?”   While I appreciate the sentiment and understand how no one wants to be THAT salesperson, this has become an exaggerated fear. As such, it is severely...Continue reading

    By Deb CalvertPosted in Sales & Business Development on November 5, 2013

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    October 8, 2013

    “Why wouldn’t you buy our product?”

    Learn to counter-balance a customer’s concerns. Don’t confront them.

    It was an unusual sales approach. At a county fair, a lady on a solar energy booth grabbed me as I walked past, and without introduction, popped the question:   “Why wouldn’t you invest in solar to reduce your home energy bills?”   My mind then promptly produced several excellent reasons for precisely why I wouldn’t buy solar to reduce my energy bills, and these reasons all came to me despite my notorious passion for inflicting all sort of green gizmos on our...Continue reading

    By Peter PaskalePosted in Communication Skills on October 8, 2013

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    January 7, 2013

    Before You Respond, Make Sure You’ve Got the REAL Objection

    A Seller’s Guide to Averting Rejection

    By Deb Calvert, President, People First Productivity Solutions There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn't go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection.   Unless you take this critical step, no response to the objection will really be adequate. You’ll lose valuable time and blow “hot air” no matter how eloquent and technically correct...Continue reading

    By Deb CalvertPosted in Sales & Business Development on January 7, 2013

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    October 9, 2012

    Ten Ways to Prepare for a Tough Negotiation

    Learn to plan ahead or be at a huge disadvantage.

    By Deb Calvert, President, People First Productivity Solutions By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage. It’s unlikely that you can recover from this inferior...Continue reading

    By Deb CalvertPosted in Sales & Business Development on October 9, 2012

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