Sun-Tzu noted in the “Art of War,” a centuries old treatise on waging successful campaigns, that the battle is won or lost before the first arrow is launched. In selling, this means you must have a vision of your negotiation outcome before it happens. If not, you’ll become victimized by frequent price concessions, which are [...]

If you want to “up sell,” then introduce less expensive options at the same time you offer your best products. You will be surprised to discover that your clients still purchase the more expensive goods. Imagine you were offered a new computer for your business at the competitive price of $695 that included a three-year [...]

Farming for sales should be like tending bamboo, the versatile grass that is used for furniture, construction, and dozens of other uses. Bamboo is unusual because it takes as many as three years to final emerge from the ground. Once it emerges, it grows to heights of 30 feet at the rate of one or [...]

I recently realized that, for all my lessons on sales, it seems that the obstacle of the price objection continues to be more concerning to salespeople than prospecting, listening, presentation skills, and the other aspects of the selling process. Here is the problem: The price objection is not the disease; it is the symptom! Trying [...]