THE 3 WOWS AND OTHER SALES TIPS I LEARNED ALONG THE WAY
  • About
  • weinstein.tech
  • Blog
  • Guestbook
  • Buy My Book
  • Contact

Do Your Research, Fool!

6/6/2014

0 Comments

 
Picture
For a copy of my bestselling book,
CLICK HERE


Before embarking on negotiations, it is always wise to do your research.  You should always know what your competition is offering to your clients.

This point became clear during one of my interactions in the last week.  Everything in the process was going smooth until we got to the point where I ventured into unchartered territory.  My naivety was in full force, and I lost the deal.  Not knowing the ins and outs may have hurt me in the short term.

You can never be too prepared, and you can never be too cautious.  If you feel that the person at the other side of the table has an upper hand in the negotiations, you may want to bring along a more senior member of your team.

So there are many lessons of the day here. 
  1. Know your stuff before you start talking turkey: That should be a given...but sometimes an old dog like me should heed that advice
  2. Email is a very bad communicator when negotiating:  Too many things get misconstrued while emailing.  Unfortunately, once that "send" button is pressed, you lose your negotiating power. You are much better off discussing things over the phone
  3. You learn more from defeat than you do from success.
  4. Learn the word "Next".  There are few mistakes that are fatal...And there are always other avenues you can take.


0 Comments
    Picture
    View my profile on LinkedIn

    Who is Michael?

    Husband, Father, Salesman, Author.  

    Pretty simple, right?

    Archives

    August 2020
    August 2018
    September 2016
    May 2016
    February 2016
    December 2015
    October 2015
    August 2015
    July 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014

    Categories

    All
    Advice
    Business Plan
    Cold Calling
    Commission
    Competitors
    Contest
    Desperation
    EOM
    Goals
    Hope
    LinkedIn
    Mentor
    Metrics
    Negotiations
    Networking
    Pain
    Pricing
    Prospecting
    Questions
    Quota
    Research
    Sales Techniques
    Shameless Promotion
    Silence
    Smiling
    Wow

    RSS Feed

Powered by Create your own unique website with customizable templates.