How to Win the Negotiation Here’s a great exercise – a Lesson on Winning Will I win the negotiation? I wrote an entire chapter on this in my most recent book, From Vendor to Adviser. I don’t know if I’ll win this one, but I’m still hopeful. Most of us negotiate everyday, but most of […]
Move to the 95% Close Rate In my independent, unscientific, but somewhat accurate assessments – sales people in the high-tech industry are closing about 20% of their proposals…how frustrating. The time from initial call to proposal could be measured in months, many trips across town – or even long distance travel. And then there’s the […]
I’ve written numerous posts on negotiating, and as I continue to study this area, it gets better all the time. Over and over I have encouraged people to practice! Use every customer satisfaction issue as an opportunity to work through difficult situations! Become an expert at staying cool, controlling the situation, and methodically moving through […]
I have written several posts on negotiating with customer service and sales people as a way of practicing. You can do this almost every day at home as telemarketers prey on you and your family. It makes getting unexpected calls more interesting. In a recent webinar on fee setting (which is also discussed in my […]
I am very excited about tomorrow’s free webinar on fees! While spreadsheets and finances are not my favorite pass time, the idea of increasing margins and cutting losses is exciting! If you have not signed up, do it now! http://stelzlvendoradviser4.eventbrite.com/ I prepared 7 well kept secrets to help you change your pricing models for 2012 […]
First, don’t miss these two sessions online – this is my Christmas gift to you just for being a regular reader…. 1. http://stelzlvendoradviser4.eventbrite.com/ – Setting Fees with Profit in Mind! 2. http://www.eventbrite.com/event/2571952780 – Secrets to Writing Winning Proposals (Including RFP responses) Two areas I see even some of the most successful sales people missing on […]
Pareto’s Principle – the 80/20 rule, applies in so many situations; negotiations included. Listen 80 percent of the time, talk the other 20. Great negotiation has a lot to do with a person’s ability to discern the hidden truths of what is being discussed, debated, or negotiated. While the purchasing officer may be a well […]
Fait Accompli – a well documented tactic used in politics and business negotiation is something to keep in mind. This French phrase, translated Accomplished Fact, refers to a deal where one party takes an action that is irreversible. The buyer assumes everything is in place to close the business, but knows full well they are […]
One of my first experiences with selling cars came early in my marriage when we decided to sell our Dodge van. The vehicle was in great shape, no major problems, and well taken care of. I listed it in the newspaper, and a few days later received a call from a potential buyer. He was […]
My first exposure to buying timeshare investment properties started with a free trip to the Carolina shore, and an overnight stay at one of their properties, with a tour of possible investment properties to follow. It started with a call most of you have received – a special offer for a free overnight stay at […]
High Tech Business Growth 