by Ben Lai | Nov 27, 2017 | Negotiating and Closing the Sale
You have conducted your analysis and presented your product. The sale is drawing near to the close, but first you must negotiate the terms of the agreement. How do you ensure that the deal is fair? How do you position yourself strongly without offending your prospect?...
by Ben Lai | Oct 19, 2017 | Sales Mindset
As a result of negative stereotypes and actual life experiences, many of us can relate to putting up resistance to salespeople. Ironically, selling is the means by which we earn our living, regardless of your profession! (If employed, you have to “sell” your worth to...
by Ben Lai | Jun 15, 2017 | Sales Mindset
We all go through hard times in sales. Whether it’s caused by a declining economy, changes to the marketplace, or company changes, there are many factors that can affect our sales. The good news is that in every economy, there are people losing money, and there are...
by Ben Lai | May 23, 2017 | Negotiating and Closing the Sale
“Always Be Closing” has been a popular sales mantra for decades. While there may be some credit to the phrase (e.g. asking for incremental commitments), undue emphasis has been placed on this for sales success. Today I’m going to share some ideas to balance the...
by Ben Lai | Apr 26, 2017 | Sales Mindset
Kaizen is the Japanese philosophy of continuous improvement. It is powerful in its simplicity, and has the power to transform your life and sales. If you improve your sales skills just a little every day, the benefits to your career will be exponential over time....
