Santhoshi Natarajan July 22, 2020 Today’s sales process involves a sensible mix of both inbound and outbound prospecting and let’s admit that cold calling and emails still remain the lifeline of outbound prospecting technique. The hardest part of prospecting is not to get more leads, schedule a meeting or close more deals but to handle … Continue reading 3 Effective Techniques for Objection Handling
Jessica Welch June 22, 2020 When was the last time you were in a heated debate? At work? With friends? Maybe at a family dinner? As with most opinionated arguments, the conversation probably got loud, tense, and uncomfortable. It’s human nature to dig your heels in when your world view is being challenged so many … Continue reading 3 Social Skills to Help You Win a Debate
Steven Imke — June 14, 2020 Negotiations can fall into one of 2 camps. Distributive negotiations and Integrative negotiations. In this post, we discuss what you need to know about integrative negotiations. Unlike distributive negotiations where each party tries to negotiate a single item such as the price of an item, integrative negotiation entails several … Continue reading What You Need to Know About Integrative Negotiations
Steven Imke — June 5, 2020 Negotiations can fall into one of 2 camps- Distributive negotiations and Integrative negotiations. In this post, we discuss what you need to know about distributive negotiations. Distributive negotiation is the process of dividing up the value pie during negotiations. Distributive negotiation can be thought of as haggling. Distributive negotiations … Continue reading What You Need to Know About Distributive Negotiations
Merilee Kern — May 14, 2020 Photo courtesy of Ruth Shlossman In business, it would be difficult if not impossible to achieve a notable measure of success without having inked a significant number of agreements with other parties—most appreciably with conflicts inherent in the process having been pleasingly overcome for all involved. Whether negotiating a … Continue reading 6 Negotiating Tactics for Fast Growth-Minded Businesses
Steven Imke — May 4, 2020 There are many factors good negotiators try to control to give them a competitive advantage in negotiations. Factors such as timing and the location of the meeting, as well as the use of body language and even what each party had to eat can contribute to more successful negotiations. … Continue reading How to Achieve a Competitive Advantage in Negotiations
Steven Imke — April 27, 2020 Negotiations are a strategic discussion that resolves an issue in a way that both parties find acceptable. In a negotiation, each party tries to persuade the other to agree with their point of view. In business, we are constantly negotiating with suppliers, vendors, customers, and employees. To avoid being … Continue reading 10 Step Process to Get the Best Deal in Every Negotiation
Steven Imke — April 20, 2020 As a business owner, you will be forced to negotiate with suppliers, employees, and customers. Being a good negotiator, either to get the most amount of money for a product or service from the customer or the most value for products or service you buy from a vendor, requires … Continue reading What You Need to Know About Business Negotiations
Shep Hyken — August 20, 2019 Follow @Hyken — August 20, 2019 I enjoy going to a baseball game. I live in St. Louis, and the fans of the St. Louis Cardinals are known throughout the sports world as being some of the best fans in all of baseball. Many fans remember Albert Pujols as … Continue reading Winning Decisions Are Sometimes Tough Decisions
Mladen Kresic — August 9, 2019 Follow @KRNegotiators — August 9, 2019 I have written quite a bit about how to sharpen you and your team’s professional negotiation skills to close larger deals, faster. However, there are many times professionals lose otherwise quality deals because the seller, the buyer or both, can’t keep their calm … Continue reading How to Keep Your Cool – Even in Tense Negotiations
