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Counter Negotiation Tactics: “The Nibble”

Counter Negotiation Tactics: “The Nibble”

by Jim Schleckser | Jul 5, 2022 | Business, Decision Making, entrepreneur, Negotiation, Sales

The Negotiating Tactic you Must Know How to Handle If you have the experience of negotiating frequently, you may see the “nibble” technique used often. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign the...
Sales Organization: Why Netflix Doesn’t Need One But You Do

Sales Organization: Why Netflix Doesn’t Need One But You Do

by Jim Schleckser | Apr 12, 2022 | Leadership, Marketing, Sales, Strategy

There is a relationship between recurring revenue and sales. I’ve written before about recurring revenue and how powerful it is. Not only does it create a source of predictable revenue, but it also boosts the valuation of your business. It can even help you get...
Price vs Value

Price vs Value

by Jim Schleckser | Mar 8, 2022 | Business, entrepreneur, Negotiation, Pricing, Sales

You might not want the sale if you can’t protect your profit margin. Anytime you’re selling, you’re trying to balance the price you’re asking for with the amount of value you’re providing your customer. If you want to get the highest...

Podcast – Old School Mindset Sales Training and Growth

https://incceoproject.com/wp-content/uploads/2021/12/RLP067.mp3
Correlation vs Causation in Business

Correlation vs Causation in Business

by Jim Schleckser | Sep 14, 2021 | Business, entrepreneur, Growth, Marketing, Sales

Three questions can prevent this major error There’s an old saying that goes, “Figures don’t lie, but liars can figure.” But sometimes even the figures can spin a confusing story. That’s why I’ve always appreciated the power of...
Sales vs Service: Don’t Make a Salesperson be Both

Sales vs Service: Don’t Make a Salesperson be Both

by Jim Schleckser | Aug 17, 2021 | Business, Culture, Delegation, Leadership, Sales, Talent

Good salespeople are hard to find. Don’t waste their time on less valuable work. I was talking recently to the CEO of a small software technology business and a member of the Inc. CEO Project about some of the issues he was dealing with inside his company. One...
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