Podcast: How to Negotiate Sales Like a Pro
By Erica Stritch

sales podcast

Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive.

In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation.

Click through to read a summary and listen to the full sales podcast...

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7 Price Objections and What's Behind Them
By Mike Schultz

price objection

Money and budget issues are tricky, and they are almost never what they first appear.

When buyers say some version of "Money is going to be a problem," they often mean something else. The following are 7 common price objections we hear and what buyers are really thinking when they say them...

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SlideShare: Common Sales Negotiation Mistakes to Avoid
By Erica Stritch

sales negotiation

Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes.

In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of 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 view the SlideShare now.

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Curious How to Win More Sales?
By Mike Schultz

curiosity

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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