SellingBrew

Subscriber-Only Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Are They a Price Buyer or a Poker Player?

Nelson Hyde of Holden Advisors on How to Tell When a Buyer Is Bluffing About Needing a Lower Price

It's easy to assume that when a buyer says they need a lower price, they really mean it. But while it may be easy, this assumption is also extremely costly --- because very often, the buyer is actually bluffing. In this expert interview with Nelson Hyde of Holden Advisors, you will learn:

  • The tell-tale signs, characteristics, and behaviors that can help you identify Poker Players and true Price Buyers.
  • Straightforward strategies and techniques for calling a Poker Player's bluff and getting them to show their hand.
  • Three ways that misidentification of Poker Players and Price Buyers can hurt you---now and into the future.
  • Proven methods for arming your salespeople with the knowledge they need to negotiate deals with confidence.

This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Competitive Kill Sheet Development Workbook

    Kill Sheet Development Workbook Splash

    To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.

    View This Tool
  • Building a Data-Driven Sales Operation

    building-a-data-driven-sales-operation-nar-splash

    Building a data-driven sales operation where anecdotes and opinions have ruled for years is no easy task. In this on-demand webinar, learn about transforming your sales processes and team culture to make much better use of data.

    View This Webinar
  • Maximizing the Effectiveness of Sales Training

    Sales Training Nar Splash

    Research shows that most sales training programs just don't "stick" over the long term. In this on-demand training session, we explore proven strategies and critical steps for developing effective sales training programs that have "stickiness" built-in from the very beginning.

    View This Webinar
  • Increasing Revenue Through Real Strategic Sales

    Real Strategic Sales Nar Splash

    It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.

    View This Webinar