Ever Feel Like People Just Aren’t Hearing You in Meetings or Negotiations? It’s Not About the Words, It’s About Their Emotional Drivers. Discover the Six Sociability Needs That Shape Every Business Interaction and Learn How to Spot Them Fast So Your Conversations Lead to Real Connections and Results.
Understanding Sociability Needs and Why They Shape Every Business Conversation Read More »
Tired of Surface-Level Answers From Your Prospects? Discover the Quiet Skill of Elicitation, A Proven Communication Method That Gently Draws Out Honest Insights Without Pressure. Learn How to Apply This Powerful Technique in Your Everyday Business Conversations.
Elicitation – The Quiet Skill That Helps You Understand What Your Customers Really Want Read More »
In Sales and Negotiation, Your Biggest Threats Are Your Assumptions and Emotions. Excitement, Fear, and Ego Can All Cloud Your Judgment and Make You Vulnerable to Manipulation. Explore How Adopting a Clean Board Mindset Allows You to Stay Objective and Protect Your Decision-Making Power.
The Clean Board Mindset: How to Stop Letting Prospects Manipulate You. Read More »
Most Sales Conversations Fail Because the Salesperson Asks the Wrong Questions at the Wrong Time. Buyers Don’t Want to Be Sold; They Want to Be Understood. When You Match Your Questions to Their Stage in the Buying Journey, You Establish Trust, Reveal Urgency, and Guide the Sale Without Being Pushy.
Why Your Sales Questions Need to Match the Buyer’s Journey Read More »
Most Business Owners Talk Too Much and Learn Too Little. The Secret to Meaningful Sales and Negotiations Lies in Asking Interrogative-Led Questions Instead of Verb-Led Ones. Learn How Asking Interrogative-Led Questions to Build Trust, Uncovers Real Needs, and Keeps You in Control of the Process.
This is a negotiations primer that will teach the small business owner the basics of small business negotiations
Small Business Negotiations Primer Read More »
Integrative negotiation is a strategy in which both parties collaborate to find a “win-win” solution by developing mutually beneficial agreements based on each party’s interests.
What You Need to Know About Integrative Negotiations Read More »
Distributive negotiation is the process of dividing up the value of a fixed pie or options during negotiations, and is based upon the idea that one party’s gain means the other party’s loss.
What You Need to Know About Distributive Negotiations Read More »
When buying higher-priced, customized, or used goods, or services, you can always negotiate for price concessions.
How to Get Price Concessions In One-Off Negotiations Read More »
There are many factors that good negotiators try to control to give them a competitive edge in their negotiations.
How to Achieve a Competitive Advantage in Negotiations Read More »
In business, we are always negotiating with suppliers, vendors, customers, and employees. The “I FORESAW IT” mnemonic is a powerful tool created by Seth Freeman that sums up what a negotiator should follow to systematically prepare for any important negotiation. Each letter reminds you of questions you want to ask yourself and then answer as part of your preparation for a negotiation.
10 Step Process to Get the Best Deal in Every Negotiation Read More »
As a business owner you will be forced to negotiate with suppliers, employees, and customers. There is some basic business negotiation knowledge every entrepreneur needs to understand to negotiate the best deals possible.
What You Need to Know About Business Negotiations Read More »
As salespeople, we are frequently challenged about our claims and a good salesperson would be wise to incorporate techniques used by master debaters.
How to Win Arguments in Sales and Negotiations Read More »
As humans we all are guided by our own self-interests. Savvy business owners should craft their marketing messages to appeal to the customer’s self-interest.
Why You Need to Harness The Power of Self-Interest Read More »
The Real Lesson Behind Open Houses Is About More Than Real Estate—It’s a Reminder That Blindly Accepting Common Practices Can Lead to Missed Opportunities.
Who Benefits Most From An Open House? Read More »
Small Businesses Often Undervalue Their Role When Partnering With Larger Companies. Learn How a Simple Hotdog Vendor Can Teach Us to Rethink Our Negotiation Power.
The 18th Amendment Taught a Timeless Lesson: When You Push an Extreme Agenda Without Room for Compromise, You Risk Losing It All. Learn How This Applies to Modern Business Strategy.
Win the Battle, Lose the War: How Extremes in Business Strategy Backfire Read More »
