Closing the Deal

Closing the deal is just one of the many challenges you face if you’re leading a sales team. Help for closing a sale is right here! In this section, you’ll find podcasts, interviews and blogs that will walk resellers, partners, and dealers through the actual closing process.

Experience Counts in Negotiation: Session 8

by Bill Garcia April 28, 2011 Business
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In life we tend to drag our past into our future. For example, I know if I forget to take the garbage out, my wife will remind me to – sometimes at the most inopportune moments – such as just as I’m getting into bed. This is sometimes called a “learning event”. Unfortunately these “learning [...]

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The Power of Saying No in Negotiation: Session 7

by Bill Garcia March 7, 2011 Business
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“NO” is a very powerful word in any negotiation. All by itself, saying just the word NO to a request or demand from other side seems to leave little doubt as to their intentions. As a sole response, NO feels like the end of the negotiation to most people. However, how do children respond when [...]

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The Strength of the Buyer in Negotiation: Session 6

by Bill Garcia February 14, 2011 Business
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Buyers (or the customer) normally deploy two primary approaches to get a better deal from their suppliers. The first is added volume – “can I get a better price if I also buy some of these?” The idea is that the seller is motivated to increase revenue in exchange for a little less profit. It [...]

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Raise the Bar In Your Negotiations: Session 5

by Bill Garcia January 18, 2011 Business
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Throughout our lives we’re bombarded with these little sayings. Go for the Gold; Shoot for the Moon; Be the Best You Can Be; …. If I put myself in my son’s shoes (he’s eight), I’m sure he wonders, “What does that mean? How do I ‘Shoot for the Moon’? How do I ‘Grab the Brass [...]

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Expectation Impacts Outcome When You Negotiate: Session 4

by Bill Garcia December 1, 2010 Business
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Seems easy, right? I expect to make a hole-in-one, I will. I expect to win the lottery, I do. Is that really the message? Clearly not! We all know that we can’t impact the physical world with our thoughts …. or can we? Though I’m still not convinced I can change the size of my [...]

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The Golden Rule of Negotiation: Session 3

by Bill Garcia November 15, 2010 Business
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Children negotiate EVERY DAY on school playgrounds around the world — even though they have no capital or training. That’s because children intrinsically understand the Golden RULE of Negotiation: Never GIVE anything without GETTING something in return. On the playground, this “giving/getting” means “You can try my Game Boy if I can read your comic [...]

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Stand on the Foundation Others Built for You When Negotiating: Session 2

by Bill Garcia September 7, 2010 Business
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Many business people have never been in a position where they had to negotiate. And when they do – they don’t know where to start. Our advice for them is to stand on the foundation that others built for them. Do what their parents encouraged years ago — just be willing to try. Watch this [...]

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An Introduction to Negotiation

by Bill Garcia September 7, 2010 Business
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Bill Garcia, Partner at TableForce, Inc., addresses topics such as, what negotiating means and the settings it applies to; the stages of negotiation and how to manage the overall process; various tactics and strategies to help produce a favorable negotiation outcome; what is meant by a “win-win” outcome and its importance to the overall success [...]

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