Patrick Henry Hansen Blog

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94% of B2B sellers have never received sales-specific negotiation training. - Sales managers, directors, VP’s and executives! Sales Survey Inc did a study on B2B discounting and reported that 94% of B2B sellers have never been trained in sales-side negotiation. It’s insane but true. 9 in 10 B2B sellers have not been equipped with sales-specific negotiation skills, despite the fact they are involved in the most difficult negotiations known to man! ...
28% of B2B Discounts Are Totally Unnecessary! - Sales managers, directors, VP’s and executives! You’ll be interested in this. I recently reviewed a lengthy study on B2B discounting by Sales Surveys Inc. that included post-purchase surveys to C-level executives involved in $50,000 and up purchases and in one section of the survey they asked a fascinating question. They asked buyers if they received any discounts AFTER the final ...
The 7 Deadly Sins of Discounting - Sales managers, directors, VP’s and executives! Have you ever considered the cost of discounting—the aggregate impact discounting has on your business, sales department or your own personal success as a sales leader? Without calculating the costs of discounts, how can you know whether or not the impact has been positive or negative? The answer to this question depends entirely on ...
TOP 10 RESPONSES TO “YOUR PRICE IS TOO HIGH” - “Your price is too high!” We’ve all heard it, more than once, and how you deal with it can be the difference between winning and losing a sale. Objection management is one of the most neglected skill development topics in the sales training industry. As a result, many sales people are inadequately prepared to effectively prevent and overcome buyer objections, ...
blog-art-of-war THE ART OF WAR (AND SALES): UNDERSTANDING THE SALES CYCLE - “The winner, after careful preparation, is confident he will win the war before he wages battle. The losers, without preparation, engage the enemy first, hoping they will win the fight.” – Sun-Tzu’s “The Art of War” Have you ever wondered why books such as The Art of War by Sun-Tzu and biographies of General George S. Patton and Sir Winston ...
blog-curtain BUYER PAIN: “The Man Behind the Curtain” - “Problems cannot be solved at the same level of awareness that created them.” – Albert Einstein In 1900, journalist L. Frank Baum published the book, The Wonderful Wizard of Oz. It was a literary masterpiece that has captivated and entertained millions of people for generations. But few people realize that The Wonderful Wizard of Oz, perceived now as only a ...
blog-reason-rat USING "REASON AND RATIONALE" IN NEGOTIATION - Let us never negotiate out of fear, but let us never fear to negotiate. – John F. Kennedy “Reason & Rationale” is a favorite countertactic used by experienced negotiators. It’s popular because it’s a two-edged tactic. On one hand, it offers reason and rationale. On the other hand, it demands the same in return. Negotiation Tools from the Tudors In ...
blog-st-pat The Greatest Salesman in the History of Ireland - Luck is where preparation meets opportunity. – Bedel Smith In the waning days of the Roman Empire, a 16-year old Briton was abducted into slavery by Celtic tribes outside the borders of Roman Britain. They took the young man to a remote and mysterious island where he labored under the harshest of conditions. The boy slave had never been terribly ...
blog-5-pres Does Your Presentation Introduction Answer these Five Questions? - “The beginning is the most important part of any work, for that is the time at which the character is formed and the desired impression more readily taken.” —Plato There is an English proverb that states, “From little things are great things brought to pass.” When Harriet Beecher Stowe was introduced to President Lincoln in 1862, he reportedly remarked, “So ...
blog-3-pros The Top 3 Prospecting Methods - Highly successful salespeople and sales organizations employ numerous prospecting methods to find new customers. Obviously, not all prospecting activities are equal. When I first started my sales consultation business, I joined the local chamber of commerce and attended one of their networking functions where I exchanged business cards and brochures with dozens of attendees. Seasoned chamber of commerce members swarmed ...