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The Spartan Articles

 

Welcome to Spartan Articles, where we explore the frontier of advanced prospecting, sales, presentations and negotiation techniques and methodologies.

BUSINESS IS WAR

BUSINESS IS WAR

“A good plan violently executed now is better than a perfect plan executed next week.” — George S. Patton Business is War. This cannot be understated and is, unfortunately, not talked about often enough. War is dynamic, it has evolved throughout the ages...

THE 4 TYPES OF BUYER NEGOTIATORS

THE 4 TYPES OF BUYER NEGOTIATORS

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” — Sun Tzu In order to be an effective negotiator, sellers need to identify what type of buyer-negotiator they are dealing with. Some negotiators are cordial and...

BUYER POWER #1 – TIME

BUYER POWER #1 – TIME

“Territory I can recover. Time, never.” — Napoleon Bonaparte During the Paris peace negotiation between the United States and the Northern Vietnamese, Ho Chi Min instructed his team of delegates to delay the negotiation as long as possible. He knew that...

SELLER POWER #4 – DIFFERENTIATION

SELLER POWER #4 – DIFFERENTIATION

“All things being equal, people make decisions based solely on price. It’s the salesperson’s job to ensure that all things are not equal.” — Patrick Henry Hansen Because there is an inverse relationship between price sensitivity and perceived value,...

SELLER POWER #6 – EXPERIENCE AND EXPERTISE

SELLER POWER #6 – EXPERIENCE AND EXPERTISE

“We confide in our strength, without boasting of it; we respect that o others, without fearing it.” — Thomas Jefferson When you go to an auto parts store, a mechanic, a roofer, an electrician or a plumber, what knowledge do you bring to the table? When the...

SELLER POWER #3 – THE POWER OF NO

SELLER POWER #3 – THE POWER OF NO

“The meek might inherit the earth, but they won’t get the ball.” — Charles Barkley The Power of NO is both an assertion and an acronym for neediness and options. Buyers exercise The Power of NO by leveraging the Neediness of sellers and Options of buyers....