Negotiations
Have you ever encountered an emotional impasse with someone, leading to a struggle in advancing the conversation and reaching an agreement? This can create a lot of drag and resistance in your velocity. When one person responds emotionally, the other party tends to reciprocate with their own emotional reaction. As a result, this emotional intensity escalates,…
Have you been rejected by someone when you asked them to do something, buy your product or accept your idea? If you are human, then you have been rejected more times than you probably care to remember. How do you turn that rejection into a yes? …
Instead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Yesterday I shared with you a golden nugget from my daughter Amanda on how to successfully communicate with an audience. Now I want to share another “Amanda” nugget on how to successfully sell. I asked Amanda, when you have succeeded in getting your requests acted upon, what strategies and tactics did you use? Her response…
My daughter Amanda is graduating high school this year and will be going to college next fall to study communications for a career in PR. I asked her this morning what is the most critical thing one needs to do in order to successfully influence others. She responded “being able to relate to others”. I…
The other day I came home and my 17 year old daughter said she can not get me out of her head. I asked her what she was talking about. She said “every time I procrastinate or think about a task I either don’t want to do or find it hard to do, your words…
The fastest way to grow your business and sales is by providing your customers with great customer experiences. Great customer experiences occur when everyone in the company, not just the sales reps, accept the responsibility and accountability for the role they play in the process. This video shows one example of how people were not…
Getting people to accept your point of view or proposals depends on how well you portray confidence to the person that you are trying to influence. To close more deals and get people to do what you are asking, learn the mindsets from which you need to operate!
Tim Seale, president of Timber Trading had built a successful wholesale lumber business. However, he realized there was going to be a limited premium that customers would be willing to pay to a middleman to facilitate deals between lumber yards and mills. The only way he would remain profitable was to add value to the…
Justin Bieber is by far the biggest teen sensation today and for that matter one of the biggest stars of all. At the ripe old age of 17, you may be wondering how he achieved this phenomenal success. Truth be told, he did it the old fashioned way; a lot of hard work coupled with…
Have you ever encountered an emotional impasse with someone, leading to a struggle in advancing the conversation and reaching an agreement? This can create a lot of drag and resistance in your velocity. When one person responds emotionally, the other party tends to reciprocate with their own emotional reaction. As a result, this emotional intensity escalates,…
Read MoreHave you been rejected by someone when you asked them to do something, buy your product or accept your idea? If you are human, then you have been rejected more times than you probably care to remember. How do you turn that rejection into a yes? …
Read MoreInstead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Read MoreYesterday I shared with you a golden nugget from my daughter Amanda on how to successfully communicate with an audience. Now I want to share another “Amanda” nugget on how to successfully sell. I asked Amanda, when you have succeeded in getting your requests acted upon, what strategies and tactics did you use? Her response…
Read MoreMy daughter Amanda is graduating high school this year and will be going to college next fall to study communications for a career in PR. I asked her this morning what is the most critical thing one needs to do in order to successfully influence others. She responded “being able to relate to others”. I…
Read MoreThe other day I came home and my 17 year old daughter said she can not get me out of her head. I asked her what she was talking about. She said “every time I procrastinate or think about a task I either don’t want to do or find it hard to do, your words…
Read MoreThe fastest way to grow your business and sales is by providing your customers with great customer experiences. Great customer experiences occur when everyone in the company, not just the sales reps, accept the responsibility and accountability for the role they play in the process. This video shows one example of how people were not…
Read MoreGetting people to accept your point of view or proposals depends on how well you portray confidence to the person that you are trying to influence. To close more deals and get people to do what you are asking, learn the mindsets from which you need to operate!
Read MoreTim Seale, president of Timber Trading had built a successful wholesale lumber business. However, he realized there was going to be a limited premium that customers would be willing to pay to a middleman to facilitate deals between lumber yards and mills. The only way he would remain profitable was to add value to the…
Read MoreJustin Bieber is by far the biggest teen sensation today and for that matter one of the biggest stars of all. At the ripe old age of 17, you may be wondering how he achieved this phenomenal success. Truth be told, he did it the old fashioned way; a lot of hard work coupled with…
Read More