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VIDEO: Accredited Partner Webinar: Setting Your Negotiation up for Success!
Christine Bergeron, MBA, Adm.A, CQPA, CSL
Successful negotiations don’t start right before closing the deal. They start at the first meeting. This webinar will explain how using compliance pri...
Virtual Training Session: Navigate Collaborative Negotiations
Canadian Professional Sales Association
Objections are an inevitable part of the negotiation process. In sales or in any negotiation, learning to first understand, and then handle objections...
Meeting In a Box: The Objection Handling & Negotiation Rulebook - Problem #3 Team Challenge: Reading Personality Styles
Canadian Professional Sales Association
Recall our meeting last week in which we discussed the key differences you must consider when negotiating with different personality types. Down...
Meeting In a Box: The Objection Handling & Negotiation Rulebook - Problem #3, Misreading Personality Styles
Canadian Professional Sales Association
As a sales pro, it’s important to continue to hone your negotiation skills throughout your career. You must be flexible and can’t stick to a...
Meeting In a Box: The Objection Handling & Negotiation Rulebook - Problem #2, Untargeted UVPs
Canadian Professional Sales Association
Hitting your sales quota each quarter is no mean feat. It takes a lot of hard work and talent. But if you’re working flat out and yet consistently fin...
Redlines and the Importance of Profit Margins in Negotiations
Canadian Professional Sales Association
Sales reps are operating in a market that’s more competitive than ever; where buyers have more power than ever before. Easily accessible information o...
Negotiations: How to Provide a Great Solution to your Client’s Price Objections
Canadian Professional Sales Association
As L’Oreal prepared to launch their brand of hair products in the U.S. in 1971, they faced a pricing problem. Their product was a premium brand; more ...
8 STEPS TO EFFECTIVE NEGOTIATION TEMPLATE
Canadian Professional Sales Association
This template will help you to better prepare and plan your negotiation strategy to create a win-win situation with your customer. DOWNLOAD PDF
NEGOTIATION PRINCIPLES
Canadian Professional Sales Association
There are 15 key Negotiation Principles to create a win-win situation with your customer and not leave money on the table. Review these Negotiation Pr...
PODCAST TRANSCRIPT: SalesProChat, "Improving the Negotiation Process"
Canadian Professional Sales Association, Social Media & Tech Series
Listen to the podcast here. In the May 2017 SalesProChat podcast, we look into what goes into successful negotiations and how to improve your skills. ...
SWOT Competitors before a Major Business Negotiation
Patrick Tinney
“One important key to success is self-confidence. An important key to self-confidence is preparation.” -Arthur Ashe Preparation for major a business ...
10 Tips to Navigate Price Traps in Business Negotiations!
Patrick Tinney
“Price is what you pay. Value is what you get”. Warren Buffett Recently, I read a column on business negotiation that suggested that one ...
The Value of Post-Mortem in Business Negotiations.
Patrick Tinney
All great sales professionals look to their victories and stinging losses for inspiration for future bargaining engagements. A post-mortem of any bus...
6 Tips to Reduce Conflict in Business Negotiation
Patrick Tinney
“Conflict cannot survive without your participation.” -Wayne Dyer When I engage business professionals who shy away from business negoti...
Negotiation - Strategy Or Skill?
Julie Thomas
When it comes to a successful negotiation, which is more important: strategy or skill? The definition of the verb, negotiate, is simply to deal or ba...
Negotiation - Non-Verbal Messages
Marsha Lindquist,
Some people breeze through negotiations while others struggle and stress about it! It's likely those who find it effortless pay more attention to the...
Power Loss in Sales Negotiations
Dr. Jim Anderson
The single most important factor in determining how a negotiation is going to turn out centers on a single question: who has the most power ? The bi...
Win-Win Negotiations
Roger Kemper
The key to successful negotiating is what is called win-win negotiating, which means that both parties feel better off and more satisfied than they ...
No Authority and Full Authority Sales Negotiations
Dr. Jim Anderson
Sales professionals really don't like to enter into a negotiation naked. When you don't have any authority to make concessions, you basically feel p...
Negotiation Checklist To Improve the Odds
Ian D. Smith
There are a million books on negotiation but busy executives don't need a book, they need a cheat sheet! I offer these tips based on buying & se...
Objection Handling and Strategies Buyers Use to Cut the Price
Canadian Professional Sales Association
Price objections are often the stumbling block of negotiations. Savvy buyers want to secure the best possible deal and know that the nearer a deal is ...
CPSA Virtual Training Session: Preparing for Client Objections
Canadian Professional Sales Association
Objections are an inevitable part of the negotiation process. In sales or in any negotiation, learning to handle objections strengthens your ability...
5 Persuasive Skills in Sales You Need to Close More Deals
Matthew Cook, SalesHub
There is an art to persuasion. It takes precision and skill, subtlety, and sincerity. The best persuaders can make the client feel like they’ve ...
What Makes A Successful Negotiator? 5 Steps to Negotiating Like an Expert
Colleen Francis
My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing...
7 Reasons Why Deals Don't Close
Colleen Francis
We've all been there. You've tried everything you can think of. You've made your best offer and then some. This time, no matter how hard you try, you...
How To Negotiate With The Four Personality Types
Jonathan Farrington
People negotiate differently and behave differently during the negotiation process. We can observe different styles of negotiation and how different...
Negotiating vs. Selling
Tim Connor
Effective negotiating is not a substitute for selling skills. Many salespeople believe that they need to be better negotiators, when what they really...
Negotiating For Success
Tim Hagen
When dealing with negotiation experts, you can get very close to agreement and the entire negotiating process may still fall apart on you. More than ...
Three Strategies to Being Masterful When Negotiating With People of Authority
Greg Williams
Negotiating with someone of authority can be tenacious. The negotiation can become more volatile when you also maintain a position of authority. How...
Develop Your Skill Set: Top Skills That Will Increase Your Sales Performance
Canadian Professional Sales Association
Achieving your sales quota is no easy feat. We all know that it takes a great deal of hard work, long hours and dedication. It can become disheartenin...
Managing Enterprise-Level Accounts to Grow your Business
Canadian Professional Sales Association
With many organizations facing budget constraints and less willingness to invest in new products and services in the face of the COVID-19 pandemic, ac...
Getting Buy-In For Sales Training
Canadian Professional Sales Association
Your salespeople are essential to the success of your business. They need to be experts in areas such as prospecting, relationship building, needs an...
10 Closing Phrases To Seal a Sales Deal
Canadian Professional Sales Association
When it comes to the best way to seal a sales deal, so much depends on the prospect: details of their personality, their situation and their...
Which College/University Programs Can help you Build a Strong Career in Sales?
Canadian Professional Sales Association
While there are many characteristics that make a person well-suited for a career in sales - for example, a natural talent for negotiation, strong int...
Acid Test - Do You Have What it Takes to be Successful in Sales?
Canadian Professional Sales Association
If you're considering a career in sales you’re likely excited by the prospect of a dynamic career path with high-earning potential. However, you might...
INTERVIEW: Educating and Training Sales-Focused Professionals with Nicholas Crowe
Canadian Professional Sales Association, Social Media & Tech Series
Nicholas Crowe, Director Professional Development at the Canadian Professional Sales Association was recently interviewed on the HRchat podc...
The Hidden Sales Skills You Learned in School
Canadian Professional Sales Association
What kind of student were you? Whether you were an As across the board type kid or a B (and sometimes C) student, it’s likely you learned a lot of sa...
Sign Here. Tips to Complete the Sale
Canadian Professional Sales Association
Always be closing. The saying has long been in sales but it doesn’t necessarily give much insight into how the objective is actually achieved! In fac...
How Much?! Overcoming Cost-Related Objections
Canadian Professional Sales Association
Cost-related objections are far from uncommon, but they are still the part of negotiations we all dread. You need to keep your profit-margins healthy...
Understanding the Commissions You Deserve
David Johnston
For many sales pros, the money earned on commission works out to be the bulk of their sales compensation. Therefore, when it comes to salary negotiati...
Agreeing the Terms - 5 Things You Need in Your Contracts
Canadian Professional Sales Association
Ah, the all-important contract! While you should certainly have all your contracts and templates drawn up or reviewed by a legal expert, as a sales pr...
What's So Special About the Courses Offered by CPSA?
Canadian Professional Sales Association
CPSA offers sales training courses to both new salespeople and seasoned pros with years of experience in the field. What’s so special about the course...
The Role of Business Development vs Sales
Canadian Professional Sales Association
Many people, outside of business development and sales, often consider that these roles are synonymous; just different ways of describing the same thi...
PODCAST TRANSCRIPT - SalesProTips - How AI is Changing Marketing and Sales
Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we will investigate the impact AI and machine learning is having on sales today, an...
Press Release - The New Sales DNA
Canadian Professional Sales Association
It’s Time to Close the Skills Gap for Canada’s Sales Professionals Canadian Professional Sales Association unveils first-ever report on The New Sales ...
PODCAST TRANSCRIPT - Social Selling and Tech - Selling SaaS
Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss what’s needed to successfully sell Software as a Service into larger organi...
Are You Negotiating with the Right Person?
Canadian Professional Sales Association
Failing to figure out the path to closing a deal in advance, including who exactly you should be negotiating with, can cause roadblocks and wasted sal...
What to Look For in Your Sales Compensation Plan
Canadian Professional Sales Association
“For love or money” might accurately describe why sales people do what they do. Most sales people love the job – the highs of closing a deal, the inte...
Top 10 Sales Personalities of 2017
Canadian Professional Sales Association
2017 is coming to a close. The end of the year is a great time to look back and recognise some of the most influential sales personalities of 2017. He...
Sales Tips - Ten Ways to Close
Canadian Professional Sales Association
Many factors go into closing a deal. Here are ten tips for closing that are essential to any negotiation: 1. Be Genuine Listen first to what your clie...
PODCAST TRANSCRIPT - SalesProTips - Developing Salespeople of Tomorrow
Canadian Professional Sales Association
In the first of the new CPSA SalesProTips series, Kristen Harcourt is joined by one of Canada’s only women with a Sales PhD as we discus...
How to Be a Top Sales Negotiator
Canadian Professional Sales Association
The negotiation; while most people do not enjoy the back-and-forth process of coming to an agreement, there’s no doubt that some people are very...
How to Negotiate with Different Personality Types
Canadian Professional Sales Association
As a sales pro, it’s important to continue to hone your negotiation skills throughout your career. Importantly, you must be flexible and can’t stick t...
Top Tips For Developing Strategic Partnerships
Canadian Professional Sales Association
When done correctly, a network of strategic business partners can mean a boon to leads and sales revenue. Carefully selected and vetted brands, referr...
The Ongoing Journey: Always Keep Improving these Selling Skills
Canadian Professional Sales Association
Sales success is an ongoing journey. You can never rest on your laurels or get complacent if you want to stay ahead of the pack. Even if you are at th...
5 Contract Life-Cycle Management Tools Your Sales Team Should Be Using
Canadian Professional Sales Association
Your salespeople have to jump through a lot of hoops to close deals, so when they finally get to the point of signing contacts, you want to make thing...
The Enablement of Women in Sales - Sales Enablement Perspectives
Canadian Professional Sales Association
Sales has a problem, and it isn’t sales targets. There is a lack of gender diversity in sales; women are underrepresented. According to one study...
Top Tips for Negotiating Deals
Canadian Professional Sales Association
The ability to negotiate well is fundamentally important to most sales and client-focused roles. Even the best negotiators fall prey to some of the ...
WEBINAR - Your Unstoppable Sales Team: Elevate Performance, Win More Business and Retain Top Performers
Shawn Casemore
Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apa...
CPSA Accredited Partner Webinar Recording: Make Storytelling Part of your Sales Process
Christi Scarrow, Lighthouse9
In today's world, where attention spans are short and competition is fierce, storytelling has become an essential tool for sales professionals who wan...
CPSA Accredited Partner Webinar Recording: Growing Sales During Economic Downturns
Earl Robertson, QUOTA International
This webinar explores the current market situation and strategies and tactics to increase territory revenues in spite of current adversities. We ...
The Basics of Client Management
Written By: Chris Penner, Jelly Academy
When it comes to managing clients, there are a few key things to have in your toolbelt. These tools apply to managing clients in a variet...
Webinaire: Mettez tout en place pour réussir vos négociations !
Christine Bergeron, MBA, Adm.A, CQPA, CSL
Des négociations efficaces ne commencent pas juste avant de conclure l'affaire. Ils commencent dès la première rencontre. Ce webi...
Webinar: Close More Business in a Down Economy
Shawn Casemore, CPSA
Are you finding it difficult to close new business? Struggling to create some predictability in your sales revenue, riding a rollercoaster of peaks an...
10 Rules of Social Media Engagement From a Sales Perspective
Written By: Sydney Vardja, Jelly Academy
Author and facilitator of Jelly Academy’s B2B Sales Specialist course, Shane Gibson, co-wrote a book called Sociable in 2009. The book focused on how ...
Strategies for Growing Qualified Leads with Social Media
Canadian Professional Sales Association
One of the most important factors in successfully growing qualified leads through social media is to choose the right channels. Start by unders...
Good Questioning Skills
Canadian Professional Sales Association
Are you asking your clients the right questions? Great questioning skills combined with good intent ensures you develop a positive and long lasting cl...
VIDEO: Nail Your Next Presentation: In-person or online
Joseph Spitale - Nail It Public Speaking
It’s a challenge to understand appropriate and effective ways of communicating in online sales meetings while some have returned to the office, ...
5 Questions to Get Prospects to Take Action (And Keep the Sales Cycle Going)
Jim Domanski
Not all tele-sales calls end with a sale. Depending on your product, the market, and the price your sales call might have a longer sales cycle. But ...
VIDEO:Accredited Partner Virtual Workshop: Prospecting: Get it done! with Teneo Results
Lisa Leitch, Teneo Results
Filling your pipeline always takes grit. As we prepare for 2023, this will be no exception! Learn how to do this in a productive, motivating and even ...
Action Oriented Sales: 5 Strategies to Unleash a Growth Mindset
Shawn Casemore, CPSA
Are you repeatedly missing sales opportunities and losing prospects to action-oriented sales teams? Or, as a motivated salesperson, do you strugg...
5 C QUESTIONING TECHNIQUE
Canadian Professional Sales Association
This questioning tool will help you to develop a series of 5C Questions, so you can have a deeper consultative conversation with a key account.DOWNLOA...
Which sales call questions will lead to the best sales opportunities?
The Canadian Professional Sales Association
Much in the sales process is about timing. You need to get ahold of prospects at the right time of year before they’ve spent their budgets, but also ...
VIDEO: Accredited Partner Webinar: How to Design a Sales Compensation Plan that Works!
Frederic Lucas, Prima Ressource
Sales compensation is a topic that can create some real headaches for leaders trying to grow their business. Most plans are complex, not understandabl...
VIDEO: Give, Get, Gain with Teneo Results- Is your Sales Team Comfortable Discussing Money?
Lisa Leitch, Teneo Results
Watch this Give, Get, Gain session on focused on, "Becoming Comfortable Discussing Money" Give: Give your insights on how you and your sale...
7 Questions to Improve Your Sales Strategy
The Canadian Professional Sales Association
Developing an effective sales process is always a difficult task. Without an efficiently functioning course of development, no amount of effort will ...
VIDEO: Accredited Partner Webinar: How to Build a Strong Value Proposition to win more Sales
Agnes Lan, P.Eng., MBA, Change Connect
You might have the best product or service in the world, but, if you cannot communicate how your product or service will be of value to your potential...
Accredited Partner Resource: How to Create Urgency and Close Faster
Agnes Lan, P.Eng., MBA, Change Connect
Does this scenario ring a bell? You have been working closely with a prospect for longer than normal. They are engaged, interested, and yet alw...
CPSA Webinar Recording: How to Connect with Key Decision-Makers
Shawn Casemore
It has never been more challenging to connect with key decision-makers with new factors such as working from home, limits to in-office visitors, and a...
The Sales Compensation Guide
Canadian Professional Sales Association
A well-designed compensation plan can take your team to the next level, but there’s a lot to consider. We’ve compiled all the necessary information ab...
5 Social Media Tips for Sales People
Matthew Cook
Sales people are always struggling to generate leads, to prospect, to learn more about their potential buyers, to make contact, and to establish relat...
Supporting Canadian businesses through 2022’s supply chain challenges
Benefits Partner Resource: UPS
As we begin to recover from COVID-19’s impacts on the global economy, inventory shortages and delivery delays continue to negatively affect the supply...
Accredited Partner Resource: Is Your Value Proposition Strong Enough
Agnes Lan, P.Eng., MBA, Change Connect
You might have the best product or service in the world, but, if you cannot communicate how your product or service will be of value to your potential...
VIDEO: Accredited Partner Webinar: Doing More with Less- Managing Sales Activities with Limited Time and Resources
C3B Groupe Conseil
Let’s be honest, even before COVID-19, our time and resources were limited. But back-to-back meetings, a smaller available workforce and logistical pr...
How to Establish Rapid Rapport with Prospects (especially online)
Shawn Casemore, CPSA
Whether you are new to sales, or a seasoned veteran, the ability to establish rapid rapport with prospects is the most important skill to closing more...
VIDEO: CPSA Mini Mastery Course: Get Confident Being Consultative
Canadian Professional Sales Association
Do you feel confident that you know the root cause of your customer’s problems? Do you know what their current state is, what their desired state is, ...
VIDEO: Panel Webinar: Reshaping Sales - Closing the Gap and Empowering Women
Canadian Professional Sales Association
According to a 2019 LinkedIn report, women represent 39% of the workforce in sales. This percentage has only increased by 3% over the past decade. No...
The Top 4 Results of Poor Staff Onboarding
Agnes Lan, P.Eng., MBA, Change Connect
Your sales onboarding process has a huge impact on the efficiency of your newly hired sales representatives. A proper and well-structured onboard...
Going that Extra Mile - Sales and Tailoring Solutions
Canadian Professional Sales Association
Throughout the buying journey new questions will arise and different opportunities will present themselves to demonstrate your expertise and...
VIDEO: The Winning Sales Playbook for Sales Leaders
Mark Cox, In the Funnel
Top-performing sales professionals cannot succeed if the company’s sales plan is flawed. Without question, the capabilities of your sales team are cri...
The Importance of Building Rapport in a Collaborative Business Relationship
Agnes Lan, P.Eng., MBA, Change Connect
This article, authored by CPSA Accredited Partner, Change Connect will help you understand why rapport building is the base of a harmonious and u...
VIDEO: Thriving through Change: The Future of Sales
David Jeffrey, Salesforce
Between COVID-19 and major disruptions in Supply chains globally, B2B buying behavior has grown more unpredictable than ever before. Changes to trends...
VIDEO: Copywriting Secrets Every Sales Professional Should Know, Steve Slaunwhite
Steve Slaunwhite
As a sales professional, you need to write as persuasively as you talk and present. Those who can craft highly effective prospecting emails, call scri...
VIDEO: Redefining Sales 4 States of Consultative Sales in a Hybrid Selling World
Lisa Leitch, Teneo Results
Today’s buyers have little time for sales professionals in a hybrid selling world of Face-to-Face and virtual. How does a sales leader and their team ...
3 Steps to Build Trusting Business Relationships in 2022
Emeline Gleitz, Prima Ressource
This article from CPSA Accredited Partner, Prima Ressource, will provide you with 3 surefire ways to help you build and nutrure trusting business rela...
How AI is Opening New Routes to Market
Canadian Professional Sales Association
What’s your product’s route to market? We’re guessing that for many sales managers, your route to market is something that you’ve taken as a given fo...
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Latest Resources
WEBINAR - Your Unstoppable Sales Team: Elevate Performance, Win More Business and Retain Top Performers
Shawn Casemore
CPSA Accredited Partner Webinar Recording: Make Storytelling Part of your Sales Process
Christi Scarrow, Lighthouse9
CPSA Accredited Partner Webinar Recording: Growing Sales During Economic Downturns
Earl Robertson, QUOTA International
The Basics of Client Management
Written By: Chris Penner, Jelly Academy
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