Essentials

Know your audience well to keep them captivated

Public presentations are often a source of stress, especially sales pitches in front of a “panel of judges.” Making these presentations on Teams or Zoom tends to amplify the discomfort, especially when the clients have the bright idea of turning off all their cameras as a sign of encouragement. You don’t have to rouse the […]

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Negotiation: A survival guide to avoid being taken for a ride

Gullible sellers are the perfect target for a seasoned negotiator. They are so focused on their sales targets that they fail to see where their leverage really lies.  The higher the stakes, the more the negotiator take advantage. Here are a few tips to avoid being hoodwinked. Look out for mirages Forget the win-win A […]

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Turning down a deal isn’t a failure!

Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their […]

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Go or No-Go, that is the question

There’s a key moment during the process when you need well-defined criteria that aren’t open to interpretation. So how to you assess how promising a deal is, you ask? It’s very simple. Focus on two questions: What is the expected potential? What chance do we have of closing the deal? The potential is very often […]

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Beware of sales expense traps

Stiffer competition is leading most businesses to increase sales expenses. Some procurement processes are so absurd that they also increase purchasing costs… but that’s the topic of a different post. Be aware of the TCN Haven’t heard of the TCN? The TCN is everywhere all at once. It takes on several forms and indirectly undermines […]

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The commercial action: a compass for entrepreneurs

In orienteering, the person who runs the fastest isn’t necessarily the one who comes in first. Entrepreneurs know that there will be pitfalls along the way that they haven’t necessarily identified. They have to plot the best possible route by planning milestones and waypoints, to measure how far they are from their main goal on […]

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30% of success in negotiation lies in proper preparation

Sales reps often rush through their preparation or spend too much time on technical issues and not enough on sales and financial negotiation scenarios. The opposite is true for buyers, who are often over-prepared (see The Purchasing Chessboard: 64 Methods to Reduce Cost and Increase Value with Suppliers, published  by AT Kearney, for a relaxing […]

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A few tips for taming your fears during a negotiation

First let’s take a look at a clip from the Pixar masterpiece Inside Out, which shows how our different emotions – including fear – always have a purpose or a positive intention. There is virtue in feeling afraid: a motivation to avoid loss or danger. And if you feel that emotion during a negotiation, that means […]

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Buyer-Seller: The three commandments of surprise

Every year Halifax Consulting meets with thousands of sales reps to help them improve their B2B negotiating techniques. We try to find out how they react when a customer puts them to the test. What have we observed? Nothing much surprises sales reps anymore! French cinema lovers who have seen Itinerary of a Spoiled Child […]

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