negotiating

 

Negotiating: Discover Exactly What Your Sales Prospect Wants

Negotiation in sales can be a tricky process when salespeople dont know the true needs of their prospects. But the most successful sales and business professionals know how to ask questions that determine what their prospective clients really want. They use questions to open up communication and encourage prospects to share information. However, using questions […]

Powell’s Prize Fight

It looks like cable companies may be on the defense for the first time in their battles with the Bells over consumer spending. Cable companies have long enjoyed dominance in the higher-margin entertainment business and handily outmaneuvered the telcos in delivering high-speed Internet, which seems to me to be more aligned with traditional telco territory. […]

How to Prepare for Any Negotiation Session

If you think successful salespeople “wing it” when it comes to negotiation, think again. In truth, they prepare for every negotiation with the same rigor as a student preparing for an upcoming exam. Smart salespeople realize effective negotiation depends on preparation. They take time to think through their own positions and that of their counterparts […]

Master Agent and Reseller: Negotiating Both Sides of the Fence

Master Agent and Reseller: Negotiating Both Sides of the Fence In a preview to an article in the December issue of PHONE+, T@G spoke with John Cunningham, who know what its like to be a master agent and a reseller/CLEC. Cunningham helped found Business Communications Management (BCM) in 1992, starting the master agency as an […]

Show Them the Money

Stacey Pompei, Esq., will address agents as she leads today’s Industry Update workshop on contracts. The lone panelist, she emphatically states that she will talk to channel partners about money, and what to expect, demand and avoid, because income is of top concern to most people, and to channel partners in particular. "I am going […]

The ID is: 70494