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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
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
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
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
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
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
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
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
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