There is no better way to grow your bookings, earnings, and career than mastering the skill of negotiation.  Learn unique insights about the Negotiation step in the Sage Customer Centric Selling Framework.

Learn how to effectively navigate the buyer's journey in the decision process.  Understand the when, who, and what is involved to get the buyer from where they are today, to a decision date, that is mutually agreed upon by both parties.

Why is discussing money with customers so uncomfortable and anxiety producing?  Listen to this episode to understand how to not blow up your deals when talking money and maximize your close rates and average selling prices.

Now that you understand your customer's challenges, the economic impact and priority of solving the challenges you are ready to embark on the "Solution" step in the Sage Customer Centric Selling Framework.  

In this episode you will learn next level qualification and discovery skills, which is the heart and soul of selling.  Sellers who master opportunity qualification are the one's consistently crushing their numbers because they only work on deals that are worthy of their time, increasing their chances for success significantly.  

Learn why and how to create a "Mutual Understanding" agreement with your customer on the front end of every meeting.  This will decrease resistance during the meeting, allow for deep discovery, and make sure both parties reach an outcome for the meeting.  This is a critical foundational element of any strong selling methodology.

Learn a bit of software industry history and how the Customer Success function came to be.  Also learn what the CS rep is really selling.  It may surprise you.

In this episode you learn how to deal with a "blind rfp", which has been written by the incumbent vendor, and still find a way to win the business.

Learn how and why PPS (premature presentation syndrome) kills more deals and success than anything in sales.  In addition, learn how "timing" of when to present is everything.