Three Steps to Improved Negotiation and Sales Success

Three Steps to Improved Negotiation and Sales Success

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.

I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal.

Effective Negotiations

So how can a salesperson become an effective negotiator and understand these factors? Well, an effective negotiator is really just a skilled communicator. […]

What You Must Know Before Changing the Sales Compensation Plan

What You Must Know Before Changing the Sales Compensation Plan

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

But to effectively do that one must understand the concepts of motivation.

From the Merriam Webster dictionary, the word motivate is defined as: to provide with a motive: impel. […]