October 7th, 2011

The Lighter Side of Selling II eBook

Richardson has released a new eBook called the Lighter side of Selling II – Sales Meeting Stories.  The Lighter Side of Selling II is a fun look at real stories, anecdotes, and other events that sales professionals have experienced during an actual Sales Meeting. Here is a sample story. To download the full eBook, please click here.

A Not So Bright Idea

So here we are, company president, VP of sales, sales rep, and technical specialist, trying to close a million-dollar deal. Months of quotations and negotiations and presentations had led us to this point. It was time for the final deal. The location was a small inner office without exterior windows at the customer’s shop. After about an hour of small talk, it was time to get down to our final numbers. It was our president who confidently made our best and final offer. The customer inquired, “Is that your best offer?” Our president replied, “Yes it is.” The customer promptly stood up, quickly walked to the door, opened it, turned off the lights, and walked out, shutting the door behind him. There, sitting silently in pitch blackness, was our president, vice president, sales rep, and technical specialist with nothing left to do but feel their way to the door and the light switch and find their way out. In the end, we found a way to brighten up the deal and make the sale.

That was one of the most effective negotiating ploys I have ever witnessed or heard of.

To download the full eBook, please click here.

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To learn more about Richardson’s comprehensive sales training and performance improvement solutions visit us on the web at www.richardson.com

About The Author: Richardson Sales Training

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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