Test Your Sales Negotiation Skills: New Simulation
By Erica Stritch


Negotiations are everywhere. From negotiating important sales opportunities to negotiating with our kids at bedtime, we’re constantly working to reach agreement with others. In this game of give and take, it’s too easy to get stuck, make mistakes, and lose big.

Are you...

... getting beaten up in negotiations?

... dealing with savvy corporate purchasing departments?

... getting pushed to focus on price over value?

... losing deals you should have won?

... unsure how to respond to common buyer tactics?

... making an effort to “win-win” and still losing?

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11 Questions for Insight Selling
By Mike Schultz


Insight selling is an old concept that has recaptured the fancy of the sales world, and rightly so, because it’s about adding value. Specifically, it’s about the seller adding value over-and-above the product or service.

Too many folks, however, think insight selling is about educating buyers through presentations. They’re about half right, but without the other half, they’re missing out on the full impact of insight selling.

The missing link is asking questions. Or, as we call it, inquiry.

Insight selling in any form hinges on the concept of cognitive reframing. Cognitive reframing refers to creating alternative ways of viewing ideas, events, situations, possibilities for action, or anything.

Change a buyer’s perception of what’s true and what’s possible, and you can influence their agenda for action...

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The Role of Emotion in Business Sales
By Mike Schultz

emotionIt's often been said that people buy with their hearts and justify their purchases with their heads.

Now, this might be a cliché, but it is true.

People think this is mostly a consumer thing. It isn’t. Business buyers buy on emotion and justify with their heads, too.

I know one particular situation where there was a consulting firm, and the consultants spent 5 months selling to a particular client and could not make the sale. No dice.

Now the ROI story, it was great. The company could invest $2 million and get $8 million in cost savings at a minimum over the coming years. But the consulting firm still didn’t sell it and they didn’t know why...

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5 Keys to Successful Sales Coaching
By Mike Schultz


More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution.

And, why not? Executive and personal-effectiveness coaching have historically yielded great results. According to the International Coach Federation, the average company can expect a return of 7 times the initial investment in coaching.*

Shouldn’t the same be expected from sales coaching?

Yes. Even more. But both the approach to sales coaching, and the results, are pretty erratic.

What we commonly see are sales managers and leaders who:

  • Don’t have time to coach
  • Aren’t sure what sales coaches are supposed to do
  • Don’t have access to the tools and resources that can help them get the most of coaching
  • Don’t establish consistent rhythm of coaching conversations
  • Can’t lead a great coaching conversation

The best sales coaches—the ones who get it right—play the following 5 specific roles in the sales coaching process...

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Building Business Relationships: It's Not Stalking If You Do It Right
By John Doerr


Ask a group of professional services providers how much of their business comes from existing clients and the answers usually will be 60%, 70%, 80%, or even more. Then ask them how much time they put into nurturing those same clients and the answers will be a little, not much, or none. Finally, ask why they spend so little time building relationships when there is potential for so much new business and the answers will be:

"Don't want to be a pest."

"Don’t have the time."

"I am not sure what to do to keep in touch."

"I feel like a stalker."

Obviously, doing great work is the first step in keeping in the best graces of your clients. But client loyalty can be fleeting and is not something you should take for granted...

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