You have generated the lead, done your fact find and submitted a sales proposal. There is one last hurdle to get over and that is negotiating the final deal. Whilst most negotiations happen on an informal basis it helps to develop your negotiating skill. If selling to larger businesses with professional buyers, negotiation skills are essential.
In this teleseminar recording I interview negotiations expert Nicole Bachmann on how to negotiate so that both parties are happy with the final deal. Nicole is negotiation skills trainer for the University of Essex business school and regularly coaches and trains sales teams to get better deals through negotiation.
You may want to listen to this more than once. If you get a chance then take notes. Although it is delivered in an easy to digest fashion it is packed with practical ideas.