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Prospecting Bold Value Statements

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"Everyone admires the bold; no one honors the timid." —Robert Green In the early stages of World War II, the Germans invaded Denmark and attempted to convert the Danish monarchy into a puppet government on behalf of the German Third Reich...

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Building, Balancing & Maintaining Power

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Many sales professionals feel needy, weak, submissive and subservient to buyers. They feel powerless—like skilled beggars. Sales Surveys Inc. found that 94% of B2B sales professionals have never been trained in sales-specific negotiation.

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Top 10 Responses to "Your Price is Too High"

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"Your price is too high!” We’ve all heard it, more than once, and how you deal with it can be the difference between winning and losing a sale. Objection management is one of the most neglected skill development topics in the sales training industry...

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Business is War

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Business is War. This cannot be understated and is, unfortunately, not talked about often enough. War is dynamic, it has evolved throughout the ages from rock bashing, to spear throwing, to nuclear devastation...

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Winning Sales Messages

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A speech has two parts. You must state your case, and you must prove it —Aristotle Oratorical power does not come from passionate declaration only. On November 19, 1863, Abraham Lincoln demonstrated the equal power of using simple, yet eloquent words, quietly spoken, to convey a message... 

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Why We Use History

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Buyer Negotiator Types

Our ancestors used stories to teach. They used poetry to remember and mythology to embed principles into our very nature. Embedded in historical events are stories that inform, inspire and educate us about modern principles of power and persuasion..

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In order to be an effective negotiator, sellers need to identify what type of buyer-negotiator they are dealing with. Some negotiators are cordial and pleasant. Others are abrasive and offensive...

The Art of War (And Sales): Understanding the Sales Cycle

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“The winner, after careful preparation, is confident he will win the war before he wages battle. The losers, without preparation, engage the enemy first, hoping they will win the fight.” – Sun-Tzu’s “The Art of War”...

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The Power of TIME

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Top 5 Seller Countertactics

During the Paris peace negotiation between the United States and the Northern Vietnamese, Ho Chi Min instructed his team of delegates to delay the negotiation as long as possible. He knew that the scales of power were out of balance in the favor of the Americans...

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Hard Negotiator Tactics

"Problems cannot be solved at the same level of awareness that created them." – Albert Einstein In 1900, journalist L. Frank Baum published the book, The Wonderful Wizard of Oz...

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Most salespeople have been involved in negotiations with someone who we would consider a hard negotiator. They are egotistical, rude, brash, callous, arrogant and they have one goal, to win at any cost. They exist...

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#1 Selling Disease! Show Up, Throw Up Behaviors

Power of Differentiation

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“Remember to not only say the right thing in the right place, but far more difficult, to leave unsaid the wrong thing at the tempting moment.” —Benjamin Franklin. Prescription before diagnosis is malpractice in the medical industry. I suggest its malpractice in the sales industry as well...

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Because there is an inverse relationship between price sensitivity and perceived value, building differentiation is central to establishing power. Sellers build differentiation by emphasizing Competitive Differential Advantages (CDA’s)...

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Buyer Pain: "The Man Behind the Curtain"

Seller Power: Experience & Expertise

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When you go to an auto parts store, a mechanic, a roofer, an electrician or a plumber, what knowledge do you bring to the table? When the roofer tells you he’s going to need to use a 3x5 ratio on the shingles...

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The Top 3 Prospecting Methods

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Highly successful salespeople and sales organizations employ numerous prospecting methods to find new customers. Obviously, not all prospecting activities are equal...

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Seller Power: N.O.

The Power of NO is both an assertion and an acronym for eediness and ptions. Buyers exercise The Power of NO by leveraging the Neediness of sellers and Options of buyers...

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Seller Power: Problems, Pains & Pressures

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Arguably, the most important power a salesperson can develop is The Power of Problems, Pains & Pressure (P3). Problems, Pains & Pressure are to a sale what oxygen is to a fifire—fuel...

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According to Stephen E. Ambrose, author of Undaunted Courage, Meriwether Lewis and William Clark “were advance men and traveling salesmen, in short, representing American business and the American people...” 

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Sales Negotiation System

Like war, business has allies and enemies, weaponry and strategy—battles with winners and losers. And no disrespect to accountants, but the battlefield of business is in the sales arena where there are wins and losses. Triumphs and defeats...

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Leaving Memorable Conclusions

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In October of 1957, Americans were shocked to learn that the Soviet Union had launched the world’s first satellite. Named Sputnik, the 184-pound satellite orbited the earth every ninety minutes... 

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94% of B2B Sellers Have Never Recieved Sales-Specific Negotiation Training.

28% of B2B Discounts Are Totally Unnecessary!

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Sales managers, directors, VP’s and executives! Sales Survey Inc did a study on B2B discounting and reported that 94% of B2B sellers have never been trained in sales-side negotiation. It’s insane but true. 9 in 10 B2B sellers have not been equipped with sales-specific negotiation skills,...

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Sales managers, directors, VP’s and executives! You’ll be interested in this. I recently reviewed a lengthy study on B2B discounting by Sales Surveys Inc. that included post-purchase surveys to C-level executives involved in $50,000...

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The 7 Deadly Sins of Discounting

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Sales managers, directors, VP’s and executives! Have you ever considered the cost of discounting—the aggregate impact discounting has on your business, sales department or your own personal success as a sales leader?...

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Using "Reason and Rationale" in Negotiation

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Let us never negotiate out of fear, but let us never fear to negotiate. – John F. Kennedy “Reason & Rationale” is a favorite countertactic used by experienced negotiators. It’s popular because it’s a two-edged tactic. On one hand, it offers reason and rationale...

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The Greatest Salesman in the History of the World

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Luck is where preparation meets opportunity. – Bedel Smith In the waning days of the Roman Empire, a 16-year old Briton was abducted into slavery by Celtic tribes outside the borders of Roman Britain...

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Does your Presentation Introduction Answer These Five Questions?

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“The beginning is the most important part of any work, for that is the time at which the character is formed and the desired impression more readily taken.” —Plato There is an English proverb that states...

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Concede with Reluctancy

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With the addition of our fourth child, my wife and I decided to remodel our home. We had the carpets removed and replaced with beautiful hardwood flooring on the entire first floor...

The #1 Sales Negotiation Countertactic

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When we hear the word "scientist," we immediately think of Albert Einstein. Einstein cracked the cosmic code. He discovered that the smallest unit of matter yielded the largest quantity of energy. Similarly, in sales-side negotiation, the smallest unit of speech can yield the largest amount of power...

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Power of Options

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On November, 4, 1804, Toussaint Charbonneau, a French Canadian trapper, walked into the winter camp of the Lewis and Clark expedition at Fort Mandan. he had with him two shoshone women who had been captured...

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3 Rules of Sales-Side Negotiation

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Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat. —Sun Tzu Many sellers do not recognize their role as negotiators. This is a big mistake because selling is negotiating...

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The Power of Demonstrations

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Tactics and countertactics are subtle tools of power that can disproportionately impact the outcome of a negotiation. In negotiation the tactical is the practical. Tactics are the language of negotiation. Unfortunately, for untrained sellers, it’s a foreign language...





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