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The Most Successful Negotiation is The Negotiation That Isn’t Needed
- December 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week, one company said that their terms are Net 75. I said, “I’m sorry, but we can’t solve your problem and be your bank. Our terms are due on receipt of invoice and it’s non-negotiable.”
They said, “Oh, OK.”
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Closing and Negotiating Challenges – Symptoms of Another Selling Problem
- April 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson 2017 Selling Challenges Study. Meghan Steiner, from Richardson, was nice enough to send me a copy of the results. There were a number of interesting findings and of course I had some insights from the report.
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Top 5 Sales Issues Leaders Should Not Focus On
- November 19, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you ever watch Peyton Manning, Tom Brady or Aaron Rogers have a bad day at Quarterback? Did you notice that the following day, everyone was saying that he sucked? While it’s possible that these three Quarterbacks could have a bad day, most of their bad days are less about them and more about whether or not their offensive lines gave them the time and protection they needed to find an open man and make a good pass. It could also have something to do with whether or not their receivers were able to quickly get open.
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The Difference Between Selling to Negotiators and Price Shoppers
- February 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth.
