Marco Giunta

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Tips to Avoid Losing Deals During Negotiations

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How Not to Talk Your Way Out of a Deal

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Whenever you are before a client, it's always going to be about them.   When they ask to hear about your company, the truth is that they really don't care about your side.  

Unfortunately, they use the words "tell us about yourself"–and we hear it literally. They're not interested in your story–they want to hear about their story.

This is often the fork in the road that can send you down the path of literally talking your way out of the sale. This is where you need to show them that you understand their need, and that you can fix it.  

How, then, do you make your story their story?

Know Your Sales Team's Strengths When Negotiating

When someone is hired for a sales position in a company, they are usually hired to fulfill that one position only.  

However, as we come to realize, especially in sales, there are many different factors and differentials that come up along the way.  

To begin with, not everyone is good at doing everything.  Hard as it is to hear – it's a fact.  

So, the sooner you look at your sales staff and truly evaluate their strengths and their weaknesses, the sooner you can make appropriate changes, to ensure that everyone is working at what they do BEST.

I've identified them into the following categories. 

 

Cross Culture Negotiations

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Marco Giunta

Sales Executive
A Sales Strategy and Business Development consultant with over 25 years of successful Senior Sales and Sales Management experience. Hard-charging leader for Fortune 500 clients Morgan Stanley, Staples, JPMC, MetLife, Goldman Sachs, JPMC, Bank of America, Wachovia, and Ross. Consistently earned top ranks in sales performance in every position by bringing revenues, profits and market share to new heights. Thrives on developing new business, revitalizing non-performing sales programs, and increasing company market share.

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