When Should You Reveal Your Price? The Power of Transparent Negotiating
The Power of Transparent Negotiating The research is out! It’s not just clown-car-Todd beating the drum on pricing and negotiation transparency! Since the beginning of time, we were all taught to not share the price too early in an enterprise sale, right? That, until...
The Expiring Discount: Tips to help drive your sales quarter close without eroding trust!
I see it everywhere – it’s the end of the quarter, you’ve offered a discount contingent on the client getting it signed on time, and there’s concern that it will actually happen. Do you threaten them with the “expiring discount”? In...
Who has it harder – the seller or the buyer?
Getting comfortable with the answer to this question changed a lot for me – it made me a better selling professional, leader and now decision science nerd. Years ago, as a seller, I thought, “This sales thing is really hard!” Years later as a C-Level...