Click training.sales-getters.com for the complete course and get customers for life. Nothing diminishes your prospect's trust in you more than using a bluff which has no merit. A while back we were looking at upgrading one of our software applications, as we were on a hiring spree. I went back and forth emailing with my vendor's sales rep going over how many accounts we needed and what the pricing would be. I knew she had the ability to flip a few switches after the deal was done to make available what we needed. However, she sent me the following email Louie, Have you made a decision yet? Please let me know as soon as you do -- I need to update my teams. Jen This email really rubbed me the wrong way. I knew she didn't have to let anybody know anything. She was bluffing in hopes of getting me to take action. I'm guessing she thought I believed there would be a delay after we placed our order. This is amateurish and does nothing to build relationships. Or, all-important trust. If you have legitimate leverage that can help move your prospect's buying cycle along, I'm all for using it. But, the key word here is legitimate; a time-based offer, limited inventory, etc. My need with Jen was real, but not an emergency. Acting admittedly immature, I waited as long as could before ordering from her. Sales Homework -- List three legitimate reasons your prospects should accelerate their purchase with you sooner rather than later. 1. 2. 3. Sales Managers -- If you want a professional ...

Go here to see the original:
Sales Training | Don't bluff

Click training.sales-getters.com for the complete course and increase your sales commissions. Negotiating is one of the most important skills you can learn. While it is a skill, it's an art as well. Learn to negotiate like a pro and your sales career will be much more rewarding, in all aspects. Negotiating is a topic that covers much more than we can cover in a 33 minute lesson. However, here are some points to remember • NEVER negotiate for something for which you aren't prepared to walk away. Once the person you are negotiating with knows you have to have what they are holding from you, they have the upper hand. Make sure before you start the negotiation that you have alternatives or you can live without whatever they have. If you learn nothing else from this lesson, please learn and understand this point. Everything else follows behind it. • Be patient. Most people aren't. Many times you will get what you want by just waiting out the other party. This point follows closely behind the second point. If you can live without whatever you are negotiating for, then you do have the luxury of being patient. Along those lines, when talking over the phone or face to face, don't respond immediately to an offer. Many times your silence will be taken as a sign that you do not care for their offer. This can be difficult, but you must bite your tongue. Many times, having used this approach I have had the other party come back with something like, "Well, I can see you don't like that ...

See the original post:
Sales training | Negotiating