Negotiate to “Yes” Without Sacrificing Your Margins
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How the buyer’s perception of value establishes their opening position
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How to use your pricing structure as a reason to buy
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How to negotiate from a position of strength
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How to get to “yes” without reducing your profit margin
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How to close professionally and effectively
The New Art of Acquiring Quality Customers
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Why “cold calling” is your worst available marketing strategy
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How to qualify prospects for new business development
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How to approach, and gain meetings with, qualified buyers
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How to generate 100 meetings a year with top-level prospects
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How to use database management to generate quality leads
Competitive Selling Strategies
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How to sell value over your competitor’s price
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How to win control of the decision process
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How to eliminate competitors without “badmouthing”
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How to establish competitive position
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How to win sales at a higher price than your competitor
Time Management for Stressed-Out People
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How to take control of your calendar through planning
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How to keep “emergencies” from disrupting your schedule
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How to delegate consistently and effectively
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How to prioritize, and complete, critical tasks
- How to manage voice mail, e-mail and snail mail effectively
