How to create win-win situations in your sales pipeline
sales negotiation

How to create win-win situations in your sales pipeline

Win-win situations aren't a fantasy. Learn how to create them by doing your homework, asking questions, and flipping the script.
Steli Efti
7 min read
How to master the 5 types of negotiation
sales negotiation

How to master the 5 types of negotiation

Negotiation is part of sales. Learn the 5 types of negotiation, and how to make sure you and your prospect both walk away happy.
Steli Efti
10 min read
Anchoring in negotiation: What is means and how to overcome it
sales negotiation

Anchoring in negotiation: What is means and how to overcome it

The anchoring effect is a key heuristic in the sales negotiation process. It's part of every purchasing process—whether you know it or not.
Steli Efti
8 min read
How to handle price objections
startup sales

How to handle price objections

When someone tells you your product is too expensive, it's not always about the price. A classic sales mantra is that if a prospect gives you the price is too high objection, you simply haven't communicated enough value.
Steli Efti
4 min read
The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it
sales negotiation

The embarrassingly stupid sales mistake even smart negotiators make—And my foolproof method for avoiding it

Let me tell you a story about a friend of mine. We’ll call him Alexander.
Steli Efti
4 min read
SaaS sales negotiations 101: How to respond to discount inquiries
startup sales

SaaS sales negotiations 101: How to respond to discount inquiries

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. What do you do when that happens? Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product!
Steli Efti
5 min read
How to turn a bully prospect into a paying customer
sales negotiation

How to turn a bully prospect into a paying customer

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck!
Steli Efti
3 min read
What to do when your customers ask for a discount (and why you shouldn’t give them one)
sales negotiation

What to do when your customers ask for a discount (and why you shouldn’t give them one)

Everybody wants a deal. Especially your prospects. And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. It can kill your company.
Steli Efti
7 min read