Tag: Negotiation
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Stop Listening to What Prospects Say. Start Watching What They Do.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. Whenever you sell something new, there’s a learning curve. For both buyer and seller. I’ve been reminded of this over the past six weeks as we’ve introduced our new Sales…
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The Price Sensitivity Trap
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights Summer 2011.I was a purchasing manager at Pulte Homes. I barged into the office of my colleague, Andrew Cooper, after realizing something about myself. “You ever find yourself negotiating…
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Three Books Your Buyer Is Using to Negotiate Against You
The economic thrashing that was the Great Recession produced one unexpected upside for me: It scattered talented friends of mine all over the country. PulteGroup, like every other builder that survived that period, cut most of its headcount as it slammed the brakes on production. Many of the people I worked with there ended up…
The Craft of LBM Sales 