For salespeople, the perception of being powerless when negotiating is far from the reality of the situation. So, how much power do you think you actually have in the negotiation? This depends on a lot of factors. Continue reading “5 Factors That Determine Balance Of Power In Negotiations”
How to Create a Winning Option Sheet
In the previous articles in this series we introduced the idea of creating “Options, Not Ultimatums” and also the “4 Strategic Rules” to follow when adopting this philosophy. Now we are going to dive head first into “How” to create the best options for clients. Yes, this is the nuts and bolts you need to roll up your sleeves and begin to actually build an option sheet.
You may want to bookmark this page for future reference if you haven’t already done so. Continue reading “7 Steps to Build a Winning Option Sheet [VIDEO]”
If you could make one change to the way you do business that could double or triple your revenue without any type of significant investment, would you make that change?
I thought so! Continue reading “4 Strategic Rules When Creating Options [VIDEO]”
Let’s say that you and a companion decide to try out a nice new restaurant for dinner Friday night after a long week. You walk in, ask for a table, and the hostess seats you at a table by a window with a very nice view.
A couple minutes after you sit down, your waiter brings a tray to your table and places two hot dogs in front of you along with two glasses of ice tea. Continue reading “Offering Options Not Ultimatums Can Double or Triple Your Revenue”