Are Sellers Manipulative? The Difference Between Selling, Persuasion,...
Several weeks ago, we talked on air about the Noble Profession of Selling. Since then, we’ve been perplexed by some of the feedback and comments we’ve received about that topic. Two people wrote in to...
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Minimalism in Selling – 7 Times When Less Is More
In selling, there are times when a minimalist approach is needed. Minimalism is a term used in art to describe the bare essence of a subject. To express something in minimalist form, the artist...
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Protect Your Interests Instead of Defending Your Position
What are you fighting for? As you prepare for a negotiation, this is the most important question you can ask yourself. In order to be effective during the negotiation, you need to have absolute clarity...
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Negotiate Smoothly by Understanding Conflict Styles
In sales, ever meet someone who seems to have a natural finesse for smoothing out the rough edges in a sales negotiation and an ability to defuse tension in any conflict situation? I’ve come across a...
View ArticleOur Gift to You: Negotiating Skills Every Leader Needs
It’s not just for buying and selling anymore. Negotiation is a critical skill. You need it for every situation where two or more opinions may emerge. You need to negotiate throughout your day, every...
View ArticleOur Gift to You: FREE Negotiation Skills Training
‘Tis the season for negotiating. Contract renewals for the new year. Budget cycle trade-offs. Annual reviews. Year-end model closeouts on new vehicles. Compromises about holiday spending. “Santa is...
View ArticleWait…“No” is GOOD? What Andrea Waltz Has to Say
In sales, we are conditioned to avoid the word “no.” But here on CONNECT! Online Radio for Selling Professionals, you can cut out continuances, put an ending to pending and stop stalling out! Show host...
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What They Never Tell You in Manager Training Programs
They don’t tell you this in manager training programs, but there are moments in life when nothing will serve you as well as silence. Our busy, frenzied, hurry-up-and-get-it-done society doesn’t seem to...
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