Sales > Negotiating Skills

Always make the first offer when negotiating

hen I first started in sales, I was taught by experts never to make the first offer when negotiating. That was wrong and here is why.

By Bruce King

Sales > Negotiating Skills

More negotiating tactics buyers may use on you

By Bruce King

Sales > Negotiating Skills

Negotation and LIM's Rule

LIM's rule for preparing for a negotiation is simple, so very effective, and could save you a great deal of time and money when you use it to prepare. This is LIM's rule, and how to use it.

By Bruce King

Sales > Negotiating Skills

How to increase your prospect's budget

An almost guaranteed way to increase your prospect's budget by at least 20 percent with just four words.

By Bruce King

Sales > Negotiating Skills

When never to accept a 'no' when negotiating

In this video I explain the one occasion when it is never OK to accept a NO from a prospect, and which could help you to make a lot more sales.

By Bruce King

Sales > Negotiating Skills

Shouters and yellers in negotiation

Some buyers try get their way by shouting and yelling at the seller during a negotiation. It's a nasty tactic, and in this video I explain how to deal with them so you get your way - or walk away.

By Bruce King

Sales > Negotiating Skills

Never give away concessions when negotiating

Concessions are for trading, not giving away; so never give anything away without getting something in return. In this video I explain why, and what you could ask for in return.

By Bruce King

Sales > Negotiating Skills

Watch out for nibblers when negotiating

Nibbling is a clever technique used by many professional buyers and negotiators. In this video I explain what nibbling is, how to spot it, and how to deal with it when it is used on you.

By Bruce King

Sales > Negotiating Skills

Say 'no' when you mean 'no'

Salespeople often are frightened to say NO to an unreasonable demand from a prospect. This behaviour can often cause the sale to be lost. Here is why and what to do instead.

By Bruce King

Sales > Negotiating Skills

Keep the big picture in mind when negotiating

Well trained negotiators use a technique to get several small concessions, which when added up, turn out to be a massive concession. Here's how to avoid it.

By Bruce King

Sales > Negotiating Skills

How to save a lot of money on almost any major purchase

This could save you a lot of money on all your major purchases and even some minor ones. Just don't fall for it if people use it on you!

By Bruce King