047 Strategy – Do Not Reveal Too Much to Your Client

Great things are often achieved by exceptional people. Mistakes, however, are seldom exceptional. This also applies to the model of business fields I have introduced. Practice reveals typically made mistakes. I want to shed light on them and tell you how they can best be avoided.

042 Negotiation – Price Poker

You probably know the scene from Monty Python’s comedy classic “Life of Brian”, in which the protagonist, which is on the run, wants to buy an artificial beard. The seller tells him that the price for the beard is 20 shekels, and as Brain is about to pay, the seller says, “Wait a minute! We’re supposed to haggle…” The funny exchange that follows has always stuck in my memory and serves as a symbol for how a sales professional never expects the customer to agree to a price. And that’s the problem

040 The Offer – Make a Checklist for Your Proposal

What does the ideal proposal look like? It begins with the client's current situation and a description of the problem. This is followed by the goal, implementation and only then the financial aspect. Avoid details. First read my checklist and then draw up your own.

007 Key Tasks – Assess Your Sales Potential Properly

There are sales organizations that regularly draw up lists of pending customer orders. The individual sales opportunities are neatly listed. Every opportunity is assigned an order value and—among other specifications—a probability expressed as a percentage. How do salespeople arrive at these figures?

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