Curious How to Win More Sales?
By Mike Schultz


One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge.

It's difficult to harness the power of ideas, however, if you, you know, don't like ideas.

Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars and seek out the newest research. They enjoy noodling over the 'next thing' on the horizon.

These people like ideas. They like knowing. Their natural curiosity helps them.


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Can You Identify the 18 Common Sales Negotiation Techniques Used By Buyers?
By Erica Stritch

negotiation techniques speed cards

Last week we shared our infographic on 18 Tactics Buyers Use in Sales Negotiations. The infographic highlights the most common sales negotiation techniques that buyers use, what they look like, and how you can prepare for and respond to each so you can successfully negotiate with buyers on their terms.

Knowing these tactics exist isn't enough. You need to be able to identify these tactics and respond accordingly in the heat of moment during your sales conversations.

As a part of our RAIN Sales Negotiation Training program, we've developed SPEED cards to help sellers quickly recall this information and put their learning to practice. These flashcard-like learning tools are proven to help sellers not only memorize important negotiation concepts, but to speak fluently about them in their sales conversations.

Test Your Knowledge of the 18 Sales Negotiation Techniques.

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Free Webinar: 4 Essential Keys for Sales Negotiation Success
By Erica Stritch

schultz webinar

You’ve spent months working with the buyer, defining needs, and collaborating with them to build a solution. You both agree in principle, but when you ask them to sign on the dotted line, you hear:

"I just need to run this by the CFO..."

"There's just one more thing: I need you to give us..."

"I'm ready to sign today...but I need you to drop the price by 10%."

Much sales success is determined in the negotiation process. Sales negotiations gone wrong drive down margins, lengthen sales cycles, and lose you deals that you otherwise should have won.

In this webinar, Mike Schultz, President of RAIN Group and bestselling author of Rainmaking Conversations and Insight Selling, will share 4 essential keys for sales negotiation success.

Watch the on-demand webinar.
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Infographic: 18 Tactics Buyers Use in Sales Negotiations
By Erica Stritch

sales negotiation infographic

Good negotiators have the ability to recognize the negotiation style of the other party.

When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides.

But what about when your buyer takes a different approach? What if your buyer is just trying to get the price reduced, get more from you for less, or something else altogether?

Despite the benefits of a partner-style negotiation, you need to know how to deal with positional buyer tactics when they arise.

In this infographic, we share 18 of the most common tactics a buyer might use, what they look like, and how you can be prepared for and respond to each so you can successfully negotiate with buyers on their terms.

View the infographic now.

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Common Sales Negotiation Mistakes to Avoid
By Erica Stritch

sales negotiation

Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner... even getting your kids to go to bed.

Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, "Much of the advice from parenting experts is flapdoodle." We feel the same about sales negotiation advice. Not only is it flapdoodle, it is often directly the opposite of what a seller should do.

A lot of "experts" and those who believe themselves well-versed in negotiations take the liberty of sharing all kinds of recommendations for succeeding in sales negotiations.

In this white paper, Mike Schultz and John Doerr, Presidents of RAIN Group and bestselling authors of Rainmaking Conversations and Insight Selling, identify 5 common pieces of sales negotiation advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.

Click here to download 5 Common Sales Negotiation Mistakes.

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