A simple negotiation tool, make a concession

March 4th, 2014 by Darragh Kelly No comments »

When you are negocaiting price and conditions with a prospect you would do well to remember the following simple tool; always answer a question with a question. This is so simple and does not take away form any other negocating skill so I wanted to share it. If your prospect asks for monthly billing and [...]

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NEW is about you, it’s not about me

December 19th, 2013 by Darragh Kelly No comments »

  On a sales call the other day I picked up on something that is really common but for some reason I had not identified clearly as a problem before. The point was the sales rep’s constant referencing to “New” in regards to the product she was trying to sell me.   Does NEW create [...]

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The 3 Fs to objection management

November 29th, 2013 by Darragh Kelly 6 comments »

How do you deal with objections, when your prospect tells you that she is not interested in your product becuase it is just to expensive, or what they have is good enough at present? For large sales you should be looking at objection prevention that I will deal with in other posts but here I [...]

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