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  • 1 year ago
Episode 344: How to Close More Deals with Effective Sales Negotiation. With Ron Hubsher.

Episode 344: How to Close More Deals with Effective Sales Negotiation. With Ron Hubsher.

Joining me on this episode of Accelerate! is my guest Ron Hubsher, Managing Director of the Sales Optimization Group, and author of Closing Time: The 7 Immutable Laws of Sales Negotiation. Among the many topics that Ron and I discuss are how Ron’s background in engineering led him into sales, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and Ron’s seven laws of sales negotiation.   KEY TAKEAWAYS [:53] Ron tells how the Sales Optimization Group helps sales organizations accelerate with best practices. Ron was an engineer, but studied best practices for ‘manufacturing’ a sale. [2:01] Ron compares qualified leads to raw materials, and the sales process to manufacturing. [6:39] Ron talks about price versus risk in a case study of paper manufacturing. [10:00] What are the two metrics Ron suggests for scoring and filtering your pipeline prospects? [13:49] Andy sets forth the difference between sales performance and sales producti

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