PawnMaster Blog

Sales Spotlight: Negotiation Wisdom

Posted on 12 Oct 2016

header-SalesSpotlight.REDUXpsd.jpgLet me start off by saying negotiation is a two-way street. Our mission is to provide a fair and reasonable solution for our customers, but unfortunately we can't give our software away because we still need to continue to build and support their needs on an ongoing basis.

  • The key to negotiation is the early rapport built with a prospect. If you have rapport established you should be able to converse honestly and easily with your prospect.
  • Next up, is the business a fit?
  • Understand the prospect's unique business circumstances leading them to this point
    • Do they have to change software?
    • Were they a pen to pad operator?
    • Is their current vendor is dropping the ball?
    • Are they opening a new store and just getting into the business?
    • Finally, understanding what alternative solutions they may be seeking out

The key to winning consistently in an inside sales model is deal velocity. We have to manage a lot of deals so getting them off the streets as fast as possible is vital. 

7 Pillars of Negotiation

Len Summa

Written by Len Summa

Len Summa joined Data Age Business Systems, Inc. in 2012 and currently serves as Chief Executive Officer (CEO). Before becoming Data Age Business Systems’ CEO, Mr. Summa was Chief Operations Officer (COO) for four years. He has 26 years of experience in executive software solution sales and operational management for both early stage and well-established firms. Prior to his Data Age service, Mr. Summa was the General Manager of global sales and operations at Persystent Software, an industry-leading enterprise recovery software. Mr. Summa has also served as the Director of North American SMB sales and operations at, the preeminent software firm in the learning management space. Mr. Summa has a vast business and entrepreneurial background and was the co-founder of Lou Ferrigno/Fitness Showrooms, a highly successful retail and wholesale chain located throughout the Northeastern United States.

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