by Mark Schaffner | Blog |
Negotiations can be a drag. Sometimes it doesn’t feel right when a prospect asks for a discount or threatens to move in another direction if their demands aren’t met. It feels unfair. The truth is most prospects are not trying to negotiate in order to...
by Mark Schaffner | Blog |
After you make a sale it can get tricky. You can’t make any big money if you don’t get new clients, but you can’t bring in new clients if you don’t have a good relationship with existing ones. Just keep in mind that your real goal should be to...
by Mark Schaffner | Blog |
A proposal is where all your sales conversations are documented into a specific proposition. The proposal is written as a confirmation of a verbal agreement. If the prospect has not told you the sales is yours … its not yet time to write a proposal. To...
by Mark Schaffner | Blog |
You thought you won the deal. The prospect said the business was yours, as long as you provide a lower price on a more expensive item. You showed the prospect every detail, they agreed upon every item, but suddenly the miscommunication becomes clear. The buyer wants...
by Mark Schaffner | Blog |
You’ve just proved your product’s benefit claims and moved your prospect one giant leap closer to the sale. Now what? You’ve must understand that you’ve just convinced the prospect to buy something. You shouldn’t be so sure it will be...
