Don't be afraid to talk about dollars

Conversations around money are critical to any negotiation, but also have the potential to completely derail a sale, should the buyer sense a lack of confidence in the seller. In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson discuss some of the root causes of inhibitions around money talk, the common red flags that give away a salesperson's uncertainty, and the tactics that buyers frequently use to stress test a product's value. Alex and Russell outline the next steps to take when a buyer questions the price, the dangers of discounting too soon, and the key attributes that communicate a seller's confidence in the quality of their product.