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Trustpointe, Inc. | Indianapolis, IN
 

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Tim Roberts

You’re a business person, perhaps even a salesperson deeply enmeshed in the world of enterprise selling. So how good are you at the skill of negotiating? I mean, on a scale of 1 to 10 how would you rate yourself? Be brutally honest. And please, supporting evidence and criteria are must-haves.

How, and based on what criteria, would you rate yourself or your sales team, on a scale of 1-to-10, as a negotiator?

One piece of criteria may arise from this follow-up question: How often, in a potential business deal, do you find yourself modifying your price, terms, or conditions?

Best-in-class salespeople work diligently to hone their craft. They understand the value of being prepared for the worst-case scenario. They understand that trust and loyalty have been diminished in business relationships.

We don't know what we don't know. Unfortunately, traditional salespeople are tethered to "what we know."  Sandler Training Trustpointe's Tim Roberts challenges you to add value to your sales process practicing the art of finding problems. Change your focus... and you'll change your outcomes. Read More...

IT’S THE ZIKA VIRUS OF SALES

I heard it from another client today. I’m beginning to hear about it everywhere I go. I fear an epidemic.

This one will be costly to business, especially small business. But those involved in the long sales cycle of the complex enterprise selling world will take the blindside hardest.

It’s O.C.W.  and it's SERIOUS...

by Tim Roberts