Negotiation is a process of discovery. Questions are raised and answers given, statements made and rebuttals offered. During a negotiation there often is great pressure placed on you to provide quick statements and sensible answers to hard questions. The trouble is most of us need time to think. We often find we get our best […]

One of the most difficult parts of a salesperson’s job is dealing with purchasing departments.  Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson.  Unless you are truly unprepared, there’s no reason for anyone […]