What do Pawn Shops and Sales Negotiations have in common? Maybe a lot more than you know. In fact, you can learn a lot about negotiating from watching the interaction between a Pawn broker and his/her clients. In this episode Joe and Mike talk about negotiating and use examples from actual Pawn Broker conversations to illustrate some classic negotiation processes and strategies.

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part three of this three part series on the secrets of selling to procurement, Joe and Mike interviewed Mario who gave insight into the procurement process.

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. In part 3 of the series Mike and Joe answer your questions, Yes it's the community mail show!

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. 

In part 2 of the series Mike and Joe interview Jeff Koser and Chad Koser, award winning authors of Selling to Zebras. Jeff and Chad discuss how we need to adjust our selling style for the "New Normal."

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like or not it may be here for a long time so you better learn to deal with it. 

In part one of this three part series on Selling in the Normal Joe and Mike discuss what the new normal is and what you need to do to adjust your selling approach so you can be more successful.

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.

In part three of this three part series on Key Account Planning Joe and Mike respond to your e-mail questions on key account plans (and anything else related to sales you were wondering about).