Did you ever have to split a commission with someone in another territory who tried to lay claim to a deal you closed?   Did you ever have someone try to take credit for a deal closed in your territory?   What do you do?   In this episode Joe and Mike talk about sales turf wars â what can happen, how they affect the organization and how to avoid them.

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate?   In episode three of a three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies. Sales Podcast and Sales Blog

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make.  The same is true for professional negotiators!  The better you plan for an upcoming negotiation the better your chances of getting the deal and making more money.   In episode two of this three part series on strategic negotiating Joe and Mike discuss why itâs important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy.

Negotiating Strategies for Sales Professionals Do you say the words "discount" or "negotiate" whenever someone asks you about price? Are you offering a discount before the prospect asks for one?   If so you are negotiating with yourself which is NEVER a good idea.  In episode one of this three part series on negotiating Joe and Mike discuss how to avoid negotiating with yourself and offer other advice that will help you become a better negotiator and maximize the size of your deals.

Sales Reference Utilization for Closing the Sales Process Using references as part of your sales process Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.

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