Win-win situations aren't a fantasy. Learn how to create them by doing your homework, asking questions, and flipping the script.

Negotiation is part of sales. Learn the 5 types of negotiation, and how to make sure you and your prospect both walk away happy.

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.

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.

Let me tell you a story about a friend of mine. We’ll call him Alexander.

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!

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck!

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.