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Navigating Difficult Customer Conversations: A Framework for Sales Teams

Navigating Difficult Customer Conversations: A Framework for Sales Teams

by Spencer Wixom | Apr 24, 2025 | Leadership Development, Negotiation, Sales Leader Blog, Sales Training

Navigating Difficult Customer Conversations: A Framework for Sales Teams Tariffs, political tensions, and economic...

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8 Essential Sales Negotiation Skills

8 Essential Sales Negotiation Skills

by Dan Markin | Aug 20, 2024 | Negotiation, Sales Goals, Sales Leader Blog, Sales Meetings, Sales Training

Berkshire Hathaway CEO Warren Buffett is one of the world’s most successful investors, with a net worth of $135...

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Essential Sales Training: Overcoming Objections

Essential Sales Training: Overcoming Objections

by Michelle Richardson | May 21, 2024 | Negotiation, Sales Coaching, Sales Leader Blog, Sales Meetings, Sales Training

Every sales professional has seen deals fall apart at the last minute because of prospect objections. But if you gave...

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The 9 Sales Negotiation Skills Your Reps Need Now

The 9 Sales Negotiation Skills Your Reps Need Now

by Spencer Wixom | Jun 12, 2023 | Negotiation, Sales Leader Blog, Sales Performance Improvement, Sales Training

Sales negotiation can be a source of dread for many sales professionals. It’s especially painful when a seller thinks...

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Unlock Probe: The 3rd Key Fundamental of IMPACT Selling®

Unlock Probe: The 3rd Key Fundamental of IMPACT Selling®

by Spencer Wixom | May 17, 2023 | IMPACT Selling®, Negotiation, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. The Importance of Asking Probing Questions The...

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Unlock Meet: The 2nd Key Fundamental of IMPACT Selling®

Unlock Meet: The 2nd Key Fundamental of IMPACT Selling®

by Michelle Richardson | May 2, 2023 | IMPACT Selling®, Negotiation, Sales Leader Blog, Sales Training

This article is part of our Key Fundamentals of IMPACT Selling® series. Opening the Meeting Is More Important Than You...

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How To: Get Your Price

How To: Get Your Price

by Michelle Richardson | Mar 8, 2023 | Negotiation, Presentation Skills, Sales Leader Blog, Sales Pitches, Sales Prospects, Sales Training

How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step,...

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Sales Negotiation: Top Sales Negotiation Skills

Sales Negotiation: Top Sales Negotiation Skills

by The Brooks Group | Mar 6, 2023 | Negotiation, Sales Leader Blog, Sales Training

The objective of sales negotiations is to have a strategic conversation with your client that ultimately results in an...

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How To: Sell Against Lower-Priced Competition

How To: Sell Against Lower-Priced Competition

by Michelle Richardson | Feb 21, 2023 | Negotiation, Presentation Skills, Sales Leader Blog, Sales Pitches, Sales Prospects, Sales Training

Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify...

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