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  • Thursday 30th November, Ricoh Arena

sales

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6 Essential Rules of Sales Negotiation

When watching sellers negotiate, perhaps the easiest things to see are the mistakes. Having now spent two decades studying sales negotiation, observing negotiations, and coaching and training sellers to negotiate, we've distilled the common areas that the best sales negotiators consistently get right.

Here are the six essential rules of sales negotiation:

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5 Sales Strategies for When Buyers Go Cold

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

It's frustrating when buyers go cold. Whether late in the process or after one good meeting, most sellers at least want to hear, "No," or, "Here's what happened," or, "I'm still interested, but something happened…"

Unfortunately, sellers often don't get the high sign from buyers, just the cold shoulder.

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5 Common Sales Coaching Mistakes You Should Avoid

It doesn’t take a sports fanatic to know that a good coach is an invaluable asset.

Just look at the NFL, America’s most popular professional sports league, where the average NFL coach makes $3.25 million a year with two coaches topping the list at $8 million a year.

The same goes for college athletics where 71 of the 128 Division I football coaches (55 percent) make north of seven figures a season. 

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Hales on Sales: 8 Sales Trends That will Drive Success in 2017

Abraham Lincoln once said: ‘If I had nine hours to chop down a tree, I would spend the first six sharpening my axe.’

Funnily enough, despite living in a culture of change, this sentiment remains as true today as it was in the 19th Century, even if axe-sharpening has moved on!

Preparedness is key to success. The New Year is coming. Everyone is looking forward to starting anew. Many are happy that 2016 is almost over for numerous reasons, but that’s another story!

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What Sales Metrics Should You Track?

"What gets measured gets managed."

– Peter Drucker

Only when you have a good sense of what's going on in your organization can you decide which buttons to push to make the greatest improvements. Even small efforts to track key sales metrics can quickly drive better results.

Yet many organizations fail on this account. In their recent benchmark report, Hubspot found that 74% of companies who were falling short of their goals weren't tracking their lead or sales opportunity numbers.1

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10 Ways to Improve Your Networking Skills

Much of sales is about making connections.

To build your pipeline and reach potential buyers you wouldn't normally get access to, it's essential to always be expanding your network. Here are some tips to help you improve your networking skills.

1. Take a close look at the network and resources that you already have in place. Don't overlook the hidden potential that is all around you. Creating new opportunities from pre-existing ones is the most elemental of networking skills.

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