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! More difficult than divorce attorneys, procurement officers, union bosses, politicians, even corporate lawyers. Because unlike ...
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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! ...
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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 ...
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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 ...
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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, ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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Concede with Reluctancy

With the addition of our fourth child, my wife and I decided to remodel our home. We had the carpets removed and replaced with beautiful hardwood flooring on the entire first floor. I wanted a grandfather clock that matched the color of our new hardwood flooring that also had the “Big Ben” chime. Finding that specific grandfather clock was not ...
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The #1 Sales Negotiation Countertactic

When we hear the word "scientist," we immediately think of Albert Einstein. Einstein cracked the cosmic code. He discovered that the smallest unit of matter yielded the largest quantity of energy. Similarly, in sales-side negotiation, the smallest unit of speech can yield the largest amount of power. Sometimes, small phrases and simple rejoinders create vast amounts of power in negotiation ...
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Winning Sales Messages

A speech has two parts. You must state your case, and you must prove it —Aristotle Oratorical power does not come from passionate declaration only. On November 19, 1863, Abraham Lincoln demonstrated the equal power of using simple, yet eloquent words, quietly spoken, to convey a message. In the small town of Gettysburg, Pennsylvania, In July 1863, Union and Confederate ...
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Power of Options

On November, 4, 1804, Toussaint Charbonneau, a French Canadian trapper, walked into the winter camp of the Lewis and Clark expedition at Fort Mandan. he had with him two shoshone women who had been captured. Charbonneau had won the women (who he took as wives) in a bet with the warriors who captured them. Lewis and Clark were eager to ...
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Create a Bold Value Statement

Everyone admires the bold; no one honors the timid. —Robert Green In the early stages of World War II, the Germans invaded Denmark and attempted to convert the Danish monarchy into a puppet government on behalf of the German Third Reich. One bold man stood in their way: the leader of Denmark, King Christian X. King Christian’s boldness and defiance ...
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B2B Sales Negotiation 101

Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat. —Sun Tzu Many sellers do not recognize their role as negotiators. This is a big mistake because selling is negotiating. It is critical for sales professionals to know how to negotiate—it directly affects how much money they earn. Sellers who know how to ...
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Leaving Memorable Conclusions

In October of 1957, Americans were shocked to learn that the Soviet Union had launched the world’s first satellite. Named Sputnik, the 184-pound satellite orbited the earth every ninety minutes. A few weeks later, the Soviets stunned Americans again by launching a second satellite, but this time there was a dramatic twist: The satellite would contain the world’s first space ...
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The Power of Demonstrations

According to Stephen E. Ambrose, author of Undaunted Courage, Meriwether Lewis and William Clark “were advance men and traveling salesmen, in short, representing American business and the American people.” As representatives of American commerce, the captains sought to impress upon the native tribes the superior weaponry, merchandize, and products that would be made available if the tribes would submit to ...
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The #1 Selling Disease: “Show up, Throw Up” Presentations

“Remember to not only say the right thing in the right place, but far more difficult, to leave unsaid the wrong thing at the tempting moment.” —Benjamin Franklin Prescription before diagnosis is malpractice in the medical industry. I suggest its malpractice in the sales industry as well. Delivering premature presentations is the most pervasive disease in the selling profession. As ...
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