The SalesBuzz.com Blog

Negotiation

How to Answer “Is That Your Best Price?”

“Is That Your Best Price?” “I received a call back from my prospect (whom is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me if what I sent […]

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Cold Calling: Better Price. Still No Sale. Here’s Why…

“How do you respond to a prospect that uses your company for pricing leverage against a current supplier? Company’s that I prospect (cold call) and have quoted 10-15% lower than their current supplier agree to buy from our company but then later tell me their current vendor matched or beat my quote.” If this is […]

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Sales Negotiation Training 101

Losing Deals to Cheaper Competitors? This may help…“When in the negotiation phase, I’m being asked for a better price. I know this is going to happen so I’ve started leaving a little room to move, however after I give a price break, I’m hearing “OK thanks, we will get back in touch with you” but […]

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The “Provide Me References” Trap and How to Avoid It

“I’m often asked for references from prospects. I have great clients that rave about us and have given us permission to use them as a reference. However, I’m noticing that I’m not closing many of the deals that asked for references. What gives?” I’m glad you’re asking this because the common conclusion a lot of […]

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Tired of 2nd Place Proposals? Learn to Negotiate When Selling by Phone

Sales Question: “I’m losing deals to competitors that undercut my proposal and beat my best offer. What can I do?“ Answer: OK well, there are lots of assumptions to be made here in order to answer this effectively. So let’s cover some basics such as 1) you are speaking with a decision maker who 2) […]

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How & When to Create a Sense of Urgency During Holidays

Sales Question: “How Do I Create a Sense of Urgency this Time of Year? Many of my prospects are saying “call me after the holidays” What are some ways to keep the pipeline full during the holidays?” Answer: OK well we are being asked to answer two different situations… The later, “What are some ways […]

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B2B Phone Sales Negotiations: Missed Deadline

B2B Phone Sales Question: “I gave my prospect a pricing incentive with a deadline in order to close a deal but the deadline passed and I haven’t gotten the order from them yet… What should I do?” Answer: This is a perfectly timed question as this just happened to me as well. Before I answer […]

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