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.

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]